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Outcome-driven Selling
Sales Training Program
What separates a top salesperson from an average performer?
Given the same product knowledge, sales goals and selling tools, why do some salespeople fail and others succeed?
The answer has to do with focus. Average salespeople focus on their own desired outcomes, goals and interests. Top salespeople focus on the customer.
When selling, we need to remember that we must not only worry about what we are trying to achieve, but also seek to understand the customer's desired outcomes and interests. If we stick to our own perspective, we risk failure in the sales process or arriving at a solution that not only does not satisfy either person's interests, but also results in mistrust.
Tero's workshop looks at the four steps to effective sales:
1. Build/Preserve the Relationship and Clarify Goals
2. Identify Desired Outcomes (short-term, long-term, tangible and intangible)
3. Generate Options
4. Evaluate Options and Make Decisions
It is not only important to do these four steps. The steps must be done in the right order. When traditional sales training and Tero's approach are studied side-by-side, we quickly discover that most sales training programs equip sales professionals with important skills that are appropriate to use in Step Three of the sales process. When they are used too early, sales are reduced to discussions around price and volume, relationships suffer and neither party receives the full benefit and outcome that the steps to an outcome-driven sale deliver.
During this program, you'll gain skills to:
Avoid the six most common mistakes sales professionals make
Plan for the sales call
Ask questions that guide the discussion
Listen effectively
Communicate without becoming aggressive
Meet customer needs without giving in
Counteract attempts at manipulation and avoidance
Discover the secrets of building rapport
Master your selling attitude
Use proven selling strategies
Address the customer's fear of making a decision
Close the sale
Handle conflict and unproductive emotions
Why is the critical focus on the customer's desired outcomes, goals and interests overlooked or given only minor attention in the typical sales process?
Research reveals that the tendency to focus most heavily on self is natural for all of us and salespeople must be trained to conquer it for long-term success. Sadly, in the world of sales, the exclusive focus on the salesperson and their product or service is encouraged and reinforced. The industry devoted to teaching selling skills provides numerous opportunities to acquire skill in the areas that focus on the salesperson's goals only.
Qualifying Prospects
Identifying Key Decision Makers
Setting Call Objectives
Competitor Analysis
Cost/Benefit Analysis
Clarifying Unique Selling Points
Advancing the Sale
Presenting Value Proposition |
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Presenting Features and Benefits
Presenting Options
Overcoming Objections
Neutralizing Potential Objections
Getting Agreement
Closing Strategies
Getting Quality Referrals
Account Management |
With Tero's approach, the customer will often arrive at your solution without having to use closing strategies, unique selling propositions, and lengthy discussions around features and benefits. This is how the top sales professionals do it and it can be learned.
For more information, contact:
Ann Block, Director of Client Relations
Tero International, Inc.
Phone: 515-221-2318 (ext. 204)
Email: ablock@tero.com
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