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Smart Selling
Course Overview
Smart Selling is an advanced consultative selling course designed and developed specifically to improve sales influence skills for salespeople. This proactive tactical training includes a calculated sales strategy and a First Meeting Questions Map. The curriculum incorporates principles from Stepp Sydnor’s field testing, which is known to improve sales control and close effectiveness. Stepp has been testing and developing best practices and principles in the technology, telecom, cable Internet, financial, manufacturing and service industries for over 25 years.
Course Goal
The goal of Smart Selling is to help participants focus on pre-call strategies, effective first and second meetings with prospects, and measureable outcomes in a consultative selling method.
Course Objectives
As a result of this program, you will understand how to:
- Position yourself as a partner, consultant and solution provider rather than a salesperson.
- Gain prospect's attention, interest and credibility.
- Think strategically and “wing it” less.
- Quickly diffuse objections, contract stalls and sales resistance.
- Position you and your solution to gain favor and the competitive edge.
- Introduce yourself in a way that gets the prospect’s attention and improves professionalism.
- Increase their desire to want to listen to your technical sales presentation.
- Determine when to present your ideas, technical knowledge and solution in the meeting.
- State needs and how to pull potential clients to the next step in the sales process.
- Get commitment early and at the first meeting.
- Effectively start the second meeting; gain commitment and signed contract.
- Learn how to create a need; create a solution for highest monthly reoccurring revenues.
- Maintain consistently high quota month after month.
In addition, you will learn:
What to say to executives, business managers and business owners to get their interest and speak their language.
- The 10 most powerful questions to ask that win more deals and gain client favor.
- A sales process which includes field forms and smart questions mapping.
- How to change prospect’s false perceptions.
- An approach for giving effective feedback to your boss on sales activity.
- Ways to avoid maybe’s and get more yeses.
- How to lead the prospect to a solution that makes sense to them.
- A method to clearly communicate to your boss a realistic funnel with more “A” and “B” opportunities and closures.
Follow-up Program
To ensure the principles and concepts of Smart Selling are implemented and new behaviors become habit, it is important to have a follow-up program.
- Regularly scheduled coaching sessions to reinforce, evaluate and enhance application of the course information.
- Forms and templates to track sales activity and progress, and to evaluate performance.
- Audio CDs that are interviews from actual cable Internet sales representatives.
- Coming soon: Smart Selling e-learning website for follow-up and refresher training.
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