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.

Modules:

• 7

Module Titles:

• Partnering
• Value Profiling
• Developing Benefits
• Presenting Solutions
• Handling Objections
• Closing
• Putting It All Together

Program Length:

• 21 hours

Certification:

• No

Comments

• Program includes prework and action plans for the participants and comes with an audio CD.

Module 1: Partnerings

• 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