Other-Centered Selling
The pressures to succeed in sales are great. These pressures combined with basic human nature can easily cause reps to slip into a self-centered approach to selling: How can I reach my quota? How can I get the customer to listen to me? How do I get the customer to buy my product? Other-Centered Selling (OCS) is a 3-day program that instills an other-centered approach to sales that is commonly talked about but rarely practiced. Along with developing a customer-focused approach to selling, participants will learn the fundamentals of acquiring, growing and managing accounts.
- 5-step consultative selling process
- Becoming a trusted partner by establishing Trust, Credibility & Rapport
- Pre-qualifying the opportunity and developing a pre-call plan
- Principles of effective communication
- Determining political structure
- Navigating and gaining access to decision-makers and key influencers
- Engaging unreceptive customers and prospects
- Discovery skills to expose perceived needs, hidden pain, and decision-drivers
- Strategies and skills to communicating the value of your solution and identifying barriers to commitment
- 5-step methodology for responding to the 3 types of objections
- Keys to negotiating and increasing the payoff without lowering your price
- Developing an opportunity/account development process that advances the relationship and differentiates your solution as best and unique
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To ensure lasting behavior change, the entire program is built around a creative, interactive simulation where competencies are immediately applied and experienced in a real world scenario.
Contact us to learn more about our Other-Centered Selling program for field sales reps.
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