Module 1
Building Relationships
|
Module
3
Identifying Priorities
|
Module 5
Obtaining Feedback |
• The SalesAbility Premise
•
Overview of the five interacting stages in the sales
process
• Building sales relationships
by establishing trust, focusing on decision-maker
priorities, listening
• Identifying
priorities: product needs and business concerns
|
• Guiding the decision-maker through the
focus stage
• Planning fact and priority
questions to identify priorities Using the SalesAbility
questioning strategy to achieve this focus
• Defining needs and concerns of the decision-maker
|
• Guiding the decision-maker through the
evaluation stage
• Handling reactions
to benefits
• Turning negative feedback
into positive feedback
• Reading non-verbal
communication
• Using feedback questions
to reinforce understanding
|
Module 2
Planning the Sales Call
|
Module 4
Relating and Reinforcing Benefits
|
Module 6
Gaining Commitment |
• The seven steps to pre-call planning
• Analyzing the account and decision-maker(s)
• Setting sales call objectives
•
Planning the opener to gain/ reinforce openness
• The SalesAbility Sales Call Planner
|
• Guiding the decision-maker through the
knowledge stage
• Presenting features
and benefits, vis-a-vis the decision-maker’s
needs and business concerns
• Reinforcing
features and benefits with sales aids
|
• Guiding the decision-maker into the decision
stage
• Reading commitment signals
• Using techniques to gain commitment
• Reinforcing relationships
•
Conducting post-call evaluations
|
Every
decision-maker goes through a predictable five-stage process
in making a decision. By identifying the particular stage
a decision-maker is in at any point during a sales call
or sales cycle, and using appropriate skills and strategies,
the salesperson takes a proactive role in facilitating
the decision-maker’s movement through the process
to the right decision.