  Your Company May Need Training If...  "Sources of Success" Authorized Dealer of: 
Member of The South Montgomery County / Woodlands Chamber Of Commerce | | Principles of Partnership Selling Summary In this program, you will learn to bridge your company’s offerings and your customers’ needs, while determining how to maintain a strong presence in the marketplace and create financial stability. Program Objectives: - Explore ways to truly partner with customers
- Create a value profile to allow for presentations that tell your customers you can offer what they’ve said they want. Show customers what’s in it for them
- Learn to handle objections as golden opportunities
- Define a closing objective for one of your own accounts
- Discover how to ensure customer satisfaction
This program includes pre-work and action plans for the participants and comes with an audio CD. This seven module program covers the following topics: Module 1: Partnering - Distinguish between peddler and partnership approaches
- Define benefits for partnering
- Apply skills and tools to facilitate long-term partnerships
- Provide value over and above the product
- See the sales process from the customer’s point of view
- Identify four personality styles and how to work best with each
- Identify five buyer roles
- Create rapport with customers through "mirroring" techniques
Module 2: Value Profiling - Understand why customers buy and what customers value
- Develop questions for your value profile to address the needs and values of customers
- Apply the value profile to match your own products and services to customer-defined value
- Develop an "up-front close" to ensure that both your time and your customer’s time is well-spent
- Focus your presentation to say, "Here’s what you said you wanted."
Module 3: Developing Benefits - Tell the difference between facts, features, benefits, and "partner benefits."
- Tailor benefits to specific customers
- Identify benefits for your own products or services
- Use a formula for developing and presenting benefits
- Present a product in terms of benefits that answer the buyer question, "What’s in it for me?"
Module 4: Presenting Solutions - Construct partnership presentations that involve your customers
- Identify and evaluate the elements of an effective presentation
- Plan for the logistics of a presentation
- Conduct a presentation with appropriate benefit statements to meet the prospect’s needs
- Understand obtaining and using "PROOFS" and other materials to back up your presentations
- Design and practice the presentation using literature, visual aids, and support material
- Make a confident, persuasive presentation that will close the sale
Module 5: Handling Objections - Recognize objections by type
- Determine which objections are productive to answer and which are not
- Form appropriate responses to objections using a four-step procedure
- Handle objections positively
- Be confident in handling objections
- Use objections to move the sale along
Module 6: Closing - Understand what closing is and what it isn’t
- Gauge how well you’ve carried out the whole process by your customer’s readiness to close
- Recognize when the customer is ready to make a decision
- Use trial closes to define closing opportunities
- Develop closing objectives that meet both the need of your customer and your need to make a sale
- Develop a variety of approaches that facilitate customer decisions
Module 7: Putting It All Together - Apply the core skills that you have been learning throughout the program
- Practice your own Action Plan for your CSO through role playing
- Act as a key decision-maker for one of your task force member’s role play
- Work in a team to aid, observe, and critique
Call 281.351.2661 for additional information |
