Today, over half of sales professionals lack basic sales skills, and don’t receive adequate training.  58 percent of buyers report that sales professionals are unable to answer their questions effectively.  This is crazy when you consider ongoing training is the leading driver of high-performing sales organizations.

Is your sales organization performing to its fullest capacity? Maximize your team’s ability by fully understanding the strengths and areas for growth for each team member.

Most sales professionals know their product and are familiar with the selling process. Where they don’t have the advantage is fully understanding the people – what motivates, drives, and influences individual customers to make a purchase. Sales skills are important but how a salesperson applies them largely determines their effectiveness. The ability to understand and adapt their behavioral communication style within the 6 steps of the selling process is a key differentiator between an average and a great salesperson.

This program gives participants an in-depth understanding of their personal selling style and their knowledge of the selling process, both the strengths and limitations. Studies have validated that “people buy from people they like” and participants learn a proven and easy-to-apply behavioral identification method that helps them to instantly connect with customers, form stronger relationships, and close more sales. They will discover which behaviors help and hinder them in the sales process, as well as specific approaches that frustrate customers and have them buy elsewhere.

Workshop Objectives:

• Assess their strengths and weaknesses in the selling process
• Determine their style and where it helps and hinders successful selling
• Develop the ability to quickly read the customer’s buying style
• Understand the “style match” and likelihood of a successful interaction
• Adapt approach based on the customer’s key needs
• Overcoming objections from challenging customer