Sales Skills Development Blog

Sales Methodology - Sales Training

  

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1. Planning for Success

• Where to go – Who to see – and What to say to create interest
• Gain favorable attention
• Understand important business issues, opportunities and challenges

2. Developing Strong Relationships

• Read behavioral styles and adjust
• Build credibility and trust
• Active Listening

3. Discovering Where and How to Add Value

• Customer Focused Sales Interview (F.I.N.D.) to uncover needs, goals, priorities and personal win
• Qualifying the opportunity
• Map the political and power structure and aligning to it
• Understand the competition’s products, strategies, and business practices (strengths and weaknesses)

4. Presenting Your Value Proposition

• Craft and present a customer focused solution
• Respond to their business and personal needs
• The evaluation and justification

5. Beginning/Expanding the Partnership

• Gain commitment to action (closing)
• Negotiate a Win-Win
• Ask for a reference and testimonial letter
• Continue to look for opportunities to provide value throughout the organization
• Gain knowledge of your client’s clients and attempt to identify value based propositions