With the current market trends and pressures, sales teams are recognizing the importance of a value-selling, customer-centric approach. Taking the best from many sales theories, our REAL Selling methodology helps sales people and leaders consistently over-achieve their sales quotas, improve accuracy in forecasting, and increase average order value.
The Four Phases
Know the customer
Know the market
Know your product
Open with confidence
Ask probing questions
Ask for the sales
Lead to the solution
You must understand how customers value what you provide, not just what you provide. This can be accomplished with a combination of reading annual reports, reviewing the company website, looking at LinkedIn profiles, and several other sources.
helps build confidence in the buyer that you understand their pain points and are qualified to solve them.
deepens the relationship with the buyer on a personal level; building trust and open dialogue.
enables sales to create personalized solutions and value-statements in situations where multiple buyers are present.
Our engagement model identifies 6 core elements of trust. REAL sales training focuses on competence and character, but all areas are covered a standalone leadership training offering. The focus is to uncover the customer’s goals and enable them to discuss their problem openly and with confidence.
Buyers are not looking for products and services, they are looking for valued partners. Transitioning from a sales person to a partner requires an understanding of your buyers goals and value drivers and then demonstrating your commitment to achieving those goals and values.
Put the buyer first in every situation
Demonstrate your intent to enable the buyer’s success
Build a trusted and valued partnership
Lead to the solution, not with the solution. It is a salesperson’s job to help the buyer make good decisions and make it impossible for them to maintain the status-quo. There are many methods for taking a leadership role in the sales process,
but our model follows the proven principles outlined by Mahan Khalsa.
01. Move Off the Solution
Solutions have no inherent value. Look for goals and point of view first. Diagnose before you prescribe.
02. Get Out All the Issues
Get out all the value drivers.
03. Prioritize the Issues
Determine the priority by impact. Be sure to quantify it. Which one is most important?
04.Gather Evidence and Impact
What does it look like today and how would it look if we had success?
05.Explore Content and Constraints
If the impact is so valuable what has been stopping the client.
Our Custom Sales Training Programs
Proven sales training materials which are customized to match the industry, deal size, and complexity of the product or service for your sales team.
The Customer-Centric Approach
Develop a customer-centric approach to value selling by knowing the customer, their pains and gains, their market, and business goals. Tailor your message to focus on the business value and desired outcomes.
Powerful Customer Conversations
Build rapport and trust with customers. Establish a PAO – purpose, agenda, and outcome – for every meeting. Share your powerful insights. Listen more than you speak.
Insight Selling for Value
Empower customers to buy by aligning value to their situation. Speak confidently about the product and its importance to the customer.
The Expansion Sale
Evaluate and maintain customer health. Foster expansion of your footprint in the account. Build a plan for the long-term relationship.
Competitive Selling & Negotiation
Navigate any potential roadblocks and make it easy for the customer to understand the value of the solution. Recognize your differentiation as a knowledgeable partner to your customer. Sell against the status quo and build on value.
Align the buying process with your selling process. Take control of the sales cycle with confidence using your digital tools.
Asynchronous Learning Program for a News Broadcasting Company