Learn more! Subscribe to our e-mail list »
High Performance Selling
A successful sale begins with a process. High Performance Selling is an interactive 2-day workshop built around a model that provides a structured approach for determining the tactics and strategies necessary for a competitive advantage. Participants quickly learn to use the Collaborative Sales Process that will have them progressively planning for success at each step of the sale.
Using the 7 key steps that ensure high performance selling, participants will learn:
- Pre-call Planning: How to establish
call objectives and determine a strategy
- Opening the Call and Building Rapport:
When to ask questions that build trust
- Gathering Information: Methods of
identifying personal and organizational needs
- Developing and Proposing Solutions:
Using features, advantages and benefits to meet (or
exceed) customer expectations
- Handling Customer Concerns and Objections:
How to work toward resolution and agreement
- Closing: When (and how) to “ask
for the business…”
- Maintenance and follow-up: Strategies for long-term support and relationships
High Performance Selling offers case studies and role-play activities specifically tailored to meet the needs of each client. Participants also receive a valuable “Sales Tool Kit” with ideas, forms, questions and strategy worksheets in both hard copy and disc.
