Revolutionize Selling By Understanding...
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The most powerful path to selling success has always been to better understand the buyer and their decision process. So why do all other traditional selling methodologies focus on the sales process instead of the buying process? Adversarial expectations and conflicting priorities have often left sellers and buyers at odds. And yet, research proves that the customer is much more likely to award the business to the seller who understands the buyer and helps them through each step of their decision process. In order to revolutionize selling and provide customers with what they truly want, we must move away from traditional selling behaviors, understand decision psychology, and optimize their results! Rise above the selling traditions and attitudes our customers no longer tolerate! According to research: Customers want salespeople to: 4 Be personally accountable for desired results 4 Understand their unique needs 4 Be a customer advocate 4 Design or recommend the right solution for them 4 Be easily accessible if problems occur 4 Be creative when responding to changing needs Revolutionize Selling By Understanding Buying! Sales Methodology This program teaches salespeople to understand both the ‘Buyer Decision Science’ and the internal questions that customers commonly ask and answer. Prepared with this knowledge, salespeople can now be more proactively prepared to: Salespeople know that today’s buyers are more demanding, better informed, less trusting and more price sensitive than ever before. Cooperation Selling teaches salespeople that customer perceptions can be changed for the better. If you want to change the customer’s perception; then you must change the experience! Give your customers the buying experience they’ve always wanted and help them to respect and appreciate your salespeople and solutions. Change the customer experience and sell more with Cooperation Selling! t Align themselves perfectly with customers in their decision process t Help more customers say ‘yes’ more often t Eliminate decision resistance by changing the customer buying experience t Create faster more productive partnerships with more decision influencers t Differentiate themselves, their company and their solution 800.403.9379 / 386.898.0007 [email protected] / learningoutsourcegroup.com learningoutsourcegroup The Flagler County Chamber Presents
Transcript of Revolutionize Selling By Understanding...
The most powerful path to selling success has always been to better understand the buyer and their decision process. So why do all other traditional selling methodologies focus on the sales process instead of the buying process? Adversarial expectations and conflicting priorities have often
left sellers and buyers at odds. And yet, research proves that the customer is much more likely to award the business to the seller who understands the buyer and helps them through each step of their decision process. In order to revolutionize selling and provide customers with what they truly want, we
must move away from traditional selling behaviors, understand decision psychology, and optimize their results!
Rise above the selling traditions and attitudes our customers no longer tolerate!
According to research:Customers want salespeople to:4 Be personally accountable for desired results4 Understand their unique needs4 Be a customer advocate4 Design or recommend the right solution for them4 Be easily accessible if problems occur4 Be creative when responding to changing needs
Revolutionize Selling By Understanding Buying!
Sales MethodologyThis program teaches salespeople to understand both the ‘Buyer Decision Science’ and the internal questions that customers commonly ask and answer. Prepared with this knowledge, salespeople can now be more proactively prepared to:
Salespeople know that today’s buyers are more demanding, better informed, less trusting and more price sensitive than ever before. Cooperation Selling teaches salespeople that customer perceptions can be changed for the better. If you want to change the customer’s perception; then you must change the experience! Give your customers the buying experience they’ve always wanted and help them to respect and appreciate your salespeople and solutions. Change the customer experience and sell more with Cooperation Selling!
t Align themselves perfectly with customers in their decision processt Help more customers say ‘yes’ more oftent Eliminate decision resistance by changing the customer buying experiencet Create faster more productive partnerships with more decision influencerst Differentiate themselves, their company and their solution
800.403.9379 / [email protected] / learningoutsourcegroup.com
learningoutsourcegroup
The Flagler County Chamber Presents
Account Entry Through Account Management and Beyond To Referral Introductions!
Navigating Decision Influence Groups:
New aNd ProveN!Based On Research And Best Practices Collected From Over 70,000 Selling Professionals and Managers!
t Dramatically increase group decision win rate percentages
t Create competitive differentiation
t Increase Decision Group support and buy-in
t Eliminate opposition influence
t Turn sales executives into Trusted Advisors
t Create a larger referral and introduction base
t Increase customer retention
t Generate future selling opportunities
Achieve Faster Results With Application Based Experiential Learning!
PRogRAm moduLEs PRogRAm BEnEFits
t Selling With Customer Centric Values Traditional Selling vs Cooperation Selling Cooperation Selling Core Values
t The Customer Decision Process Understanding the Buyer’s Mind The Customer’s Buying Process
t Cooperation Selling Process Selling Goals and Commitments Cooperation Selling Influence Steps
t Step One: Uncover Opportunity Uncovering Buyer Motivations Approaching the Prospect
t Step Two: Refine Criteria Creating More Value With Questioning Developing The Best Solution
t Step Three: Align Solution Creating Competitive Differentiation Successful Presentations and Partnering
t Step Four: Implementation Agreement Building Complete Customer Satisfaction Growing Partnering Relationships
t Navigating Decision Influence Groups Leveraging Key Decision Influencers
t Scalable Sales Strategy and Techniques
t Customer Centric Language and Model
t Application Rich Implementation
t More Effective and Faster Sales Coaching
t Quicker Prospect Acceptance and Decisions
t Increased Customer Perceived Value
t Greater Competitive Differentiation
t Fewer Partnership Hindering Objections
t Effective Objection Handling
t More Decision Influence Group Commitments
t More Significant Partnering Relationships
t Greater Customer Retention
800.403.9379 / [email protected] / learningoutsourcegroup.com
learningoutsourcegroup
The Flagler County Chamber Presents
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Program Genesis
Education ExperienceThis high impact, experiential 2 day sales education program is specifically created to engage sales professionals and leaders to enhance retention and application for the greatest possible return on their investment. Each powerful module is complete with real world customer decision process and
selling information, personalized exercises and proven application based strategies that can dramatically improve selling results. Scalable content, applications and strategies make this program perfect for organizations wanting to transform their entire enterprise into a customer centric and powerful
selling culture. With proven effective and practical selling language, process and strategies which can enhance any company selling channel, you will quickly understand the value of aligning your sales teams with each other… and your customers!
t More than 50 experiential, application creating exercises
t Content and delivery tailored to your company and culture
t Facilitators with real world sales management and leadership experience
t Measureable results!
t 2 day instructor led experiential workshop
t Comprehensive Participant Guide / Resource Toolkit
t Implementation Quick Start Guide
t Coaching and consulting support for 12 months
Normal Rate
$1,795Special Chamber Enrollment Fee
$449 Per Person(75% Discount)
Recommended AudienceThe flexibility of our sales model enables us to customize the program to different levels of sales complexity. The program focuses on sales situations where customers go through a deliberate decision making process, and often there is more than one person involved in the decision. Recommended for all levels of selling professionals and sales leadership.
Program Deliverables
Cooperation selling is the result of sales process consulting, training, coaching, best practices, and research collected by working with more than 70,000 successful selling professionals and leaders over the course of more than two decades.
800.403.9379 / [email protected] / learningoutsourcegroup.com
learningoutsourcegroup
The Flagler County Chamber Presents
LearNING oUTSoUrCe GroUP
Partial Client ListAcuity BrandsAdvance Auto PartsAlliance DataAlscoAmerica OnlineAramarkArkadinAT&TBank Of America Merchant ServicesBayer HealthcareBekinsBrown & Brown InsuranceBusiness Technology AssociationCareerBuilder.comCars.comCDWCentric Business SystemsChase Merchant ServicesCitiFinancialDeltekDeRoyal Medical
Document Technologies, Inc.ECi Software SolutionseMedia North AmericaEnergy Management & ServicesEverBank Commercial FinanceFifth Third BankFirst Data CorporationFKI Security GroupF.W. Dodge / McGraw HillGannett Digital VenturesGannett US PublishingGenentechGevityGlobal Imaging Systems (Xerox)Great America LeasingHasler Mailing SystemsHersha HospitalityHotsyIKON Office SolutionsIntuit
J.M. Smucker CompanyKatun CorporationKonica MinoltaKyocera Mita Americas, Inc.Labor ReadyMedical Action IndustriesMitsubishiMoneris SolutionsOfficeMaxOhio University Sales CentreOki DataOMD CorporationPNC BankPost PropertiesRestaurant.comRicohRLS Legal ServicesRocky BrandsSage HospitalitySharp Electronics USA
Siebel / OracleSiemensSprintStaffMarkStaplesState Farm InsuranceSuddathSunTrustTeleCheck Services, Inc.TouchStar AustraliaUniGroup – United Van LinesUSBancorpVantivVerizon BusinessWachoviaWells Fargo BankWestervelt CompanyWilliams GamingXerox – GISYellow Transportation
800.403.9379 / [email protected] / learningoutsourcegroup.com
learningoutsourcegroup
The Flagler County Chamber Presents
