Selling Fundamentals

Today world-class organizations are developing sales teams that cannot only sell a competitive advantage but are a competitive advantage. The purpose of Selling Fundamentalsis to take the first step towards building that capability. The program explores and develops the fundamentals sales skills required to do a superior job in creating customer value by focusing on the processes and best practices for addressing the following key skill areas:

• Building the customer relationship
• Asking questions
• Demonstrating capability
• Establishing credibility
• Opening and closing the call
• Selling customer value
• Handling tough dilemmas

… all in a learning environment customized to your marketplace.

Selling Fundamentals focuses on developing two important performance areas:

• Selling Customer Value. Value is all about fit – the fit between the customer’s problem and opportunities and your solution. Top performers take the responsibility for connecting the dots; they help the customer see that fit.

Sales people cannot communicate value to their customer sand separate themselves from the competition by simply doing a great product pitch. They must have the ability and confidence to carry out both a technical and business conversation with the customer about how they can uniquely help them address their issues and leverage their opportunities. They must get on the customer’s side of the table.

• Building the Customer Relationship. It is much easier to work with customers when everything is going well, but unfortunately that is sometimes not the case. An important performance area that needs to be addressed in any fundamental sales skills program is how to build and sustain trust and how to expand the comfort zone for handling those situations that are not going so well. There are some tough dilemmas that can occur. So it is useful to help the participants identify these tricky situations and explore ways to handle them.