Intentional Selling is a workshop, that maps out the dynamics of a proven, customer-focused sales process and hones professional selling skills from a problem solving perspective. Participants develop artful questioning skills using ‘Discovery Dialogue’, a strategic questioning framework which uses high-gain questions to fully explore customer needs. By combining the power of intention with sophisticated sales process skills, your team will develop new ways of thinking and effective selling behaviours. Intentional Selling produces consistent results, enhances customer relationships and compresses the selling cycle.
Discover & Design Phase
We get grounded in your selling world and the development needs of your people. We then tailor the workshop to fully meet your requirements. Customized case studies ensure real world role play and practical application during the workshop.
Deliver Phase (Intentional Selling Workshop)
We use experiential learning with cases, relevant examples and real world application exercises. People learn by doing. We create a highly interactive and dynamic experience using a variety of individual, small group and whole group exercises, combined with high quality feedback to facilitate the learning.
Execute Phase (Post-Workshop Reinforcement)
When you want real results, we nail the last and most critical step – reinforcement. We follow training with a robust plan to ensure sales behaviours are integrated in the field. Without a strategy to reinforce what was learned in the training workshop, real behavioural change is compromised. Our solution includes a systematic reinforcement plan which includes best practice sharing, sales tools and Sales Managers coaching skills/tools that build their capacity to fulfill their critical role of coaching their sales people.
On completion of day one the participants will be able to:
This course is intended for sales teams who wish to enhance their costumer relations and shorten the selling cycle.
This course has no prerequisite.
You will receive a course binder containing a copy of the presentation slides.
Overview and Foundational Concepts
Step 1: Prepare
Step 2: Engage
Step 3: Discover
Step 4: Position
Step 5: Close
Step 6: Follow-Up