Identify and Anticipate the Buying Process

• Identify the steps and thought process a buyer goes through when making a decision to purchase your products and services.
• Identify the tools and tactics you can use to align your selling efforts with the buying process and help the buyer achieve their goals.
• Plan and execute sales calls appropriate to the buyer's placement in the buying process to ensure maximum impact at each step along the process and shorten the sales cycle.
• Practice planning and executing calls at points along the buying process that most closely mirror the behavior of your customers.
• Plan and execute calls that will enable you to become involved earlier in the buying process with your buyers in order to compete more effectively and set the criteria in your favor.

Develop High Impact Sales Call Plans

Use effective sales call planning methods and tools to:

• Establish a goal for the call that will lead to an action step and move the sale forward.
• Plan an effective opening that would state a reason, benefit and agenda for the call in order to get things off on the right foot.
• Plan questions to gather the pertinent background needed to qualify the opportunity and ensure best use of the sellers time.
• Plan targeted questions to help understand and expand pain with the buyer's status quo, increasing urgency for change.
• Plan targeted questions to help understand and expand the buyer's interest in solving their problems and/or taking advantage of their desire to improve their status quo thereby making the solution the buyers' idea.

Execute Effective Prospecting

Adapt your opening, specifically the reason and benefit of the opening to match the step the customer is at within the buying process.

• Openings for prospecting calls where the customer is at an early point in the buying process would be designed to build interest and urgency.
• Openings for calls where the customer is already actively looking for a solution would be designed to differentiate and build value.

Qualify & Seize the Opportunity (making it THE BUYER'S IDEA)

• Upon obtaining an audience with a key influencer, be able to qualify the opportunity and build credibility by gathering pertinent background information.
• Use questioning techniques to understand buyer dissatisfaction and expand their pain around the current situation, thereby building a case for change.
• Use questioning to develop the desire for a better situation, and get the buyer to talk about the benefits of solving their current problems, or taking advantage of an opportunity to improve their status quo - thereby solidifying the upsides of making a change.

Positioning your Capabilities

• Tie the Features of your products and services to tangible buyer benefits based on needs uncovered during the selling process. Do this as needs are uncovered in the discussion to create a fluid dialog versus a one-way feature dump.

Obtain Action Steps

• Summarize the benefits of your offering, and ask for the highest level of commitment possible to move the sale forward.
• Ask for, and obtain a secondary level of commitment if the desired level of commitment is not reached.

Combat Customer Resistance

• Anticipate and identify customer resistance, and perceived risk throughout the buying process to ensure momentum is sustained.
• Apply effective questioning techniques to handle difficult objections and increase customer buy-in.
• Use questioning skills to uncover and help mitigate perceived risk that may be a barrier to moving forward.

To learn more about our services, please review our complete Sales Performance Process package. Curious about what makes SalesFormance really unique and effective? See the SalesFormance difference.

FREE guide, "How to choose the right training."
Put us to the test, risk-free.
Do you qualify for our unique performance guarantee?

For more detailed information about our SalesFormance workshop, please contact us.
We also offer training for Driving Distributor Demand. For more information, click here.