Get Your Sales Force in Sync
Salespeople today are commonly urged to connect with the customer’s buying process. But what does that really mean? And does it work? This sales training program answers both of those questions. Built on principles presented in the book, Slow Down, Sell Faster! ™, the program gives salespeople an easy-to-use model for adjusting their sales process to get in sync with their customer’s buying process.
Learn more about Kevin Davis’s sales model.
Program Content
The program is structured to teach salespeople how to embed the principle of “customer focus” in their sales process—and how to avoid the speed bumps that slow down customer buying! Participants will learn how to shift the odds in their favor throughout the customer’s buying process. Topics include:
- The 8 predictable steps of customer buying
- The matching 8 roles for the salesperson—the different sets of professional skills that salespeople should use to help customers through each buying step more effectively
- Techniques for exposing additional customer needs
- How to get customers to convince themselves that inaction is not an option
- How to sell more effectively to buying teams—getting to more decision makers earlier in their buying cycle and creating multiple internal champions for your solution
- Tools for capturing customer needs, performing competitive analyses, and more!
Who Should Attend
- Sales professionals, major account representatives
- Sales managers and sales leaders
- Primarily targeted at B2B sales situations of varying complexity (with special emphasis on those where more than one person is involved in the buying decision)
Delivery
- 2- to 3-day live on site workshop
- Customizable to your company’s language and unique situations and challenges Learn More
- Train-the-trainer
Program Benefits
- Develop a common process and language around selling, with the customer at the center of your model
- Increase sales effectiveness—more appointments, shorter sales cycles, improved win rates
- Develop a better understanding of your customers, their needs, and their buying process
- Sell and negotiate on value, not price
- More benefits
“We saw a 92% increase in sales productivity per rep within the first year…and the levels have held steady or gone up, even in this challenging economy.”
– Sales and Service Training Manager, Global Business Services Company
