Slow Down, Sell Faster!™ Sales Training, April 24-25, 2019
The Slow Down, Sell Faster! sales training program provides salespeople with a model and skills that help them better understand a customer’s buying process and the complicated relationships between the many players involved in purchasing decisions.
Skills developed include pre-call preparation, diagnostic questioning, positioning your solution on the high-ground, competitive selling skills, overcoming silence at the 11th hour and win/win negotiation skills.
Pre-work assignments: complete a series of pre-work assignments 30-days prior to the program
Wednesday, April 24th
8 am – 10 am – Intro/Overview – The Buying Process – understanding the customer and advancing the sales opportunity.
- Plan every sales call by looking at the buy/sell process from the customer’s perspective.
- Recognize the single biggest mistake most salespeople make (they sell too fast).
- Recognize that there are certain distinct characters (“Roles”) that a sales professional can adopt to do a better job of guiding the buying decision than your competitors do.
- Advance the sale faster by setting call objectives that specify customer action commitments. Focus on your best sales opportunities.
- Improve forecast accuracy with the buy-cycle funnel
- Ask participants: What are your goals for this session?
10 am – 10:15 am – Break
10:15 am – 12 pm – Selling to the Complex Buying Team – Mastering the Politics of Selling to Multiple Decision Makers.
- Common mistakes in working with buying teams.
- Positions on the buying team. Understand the different types of decision influencers, what each person’s needs and criteria are.
- Sponsors and anti-Sponsors.
- Building an effective approach.
- How to deal with C-level and gatekeepers.
- A sample 6-step approach.
12 pm – 12:45 pm – Lunch
12:45 pm – 2:30 pm – STUDENT – study the customer’s business, their competition, and the change affecting their business, and approach high-probability prospects.
- Prepare for each sales call more effectively by studying the three levels of a business (CEO/Core/Support) and understand where needs are created.
- Pre-call preparation.
- CPA Telephone prospecting skills.
2:30 pm – 2:45 pm – Break
2:45 pm – 5:15 pm – DOCTOR – define a strategy for defeating our #1 competitor— the customer’s decision to do nothing —by diagnosing the entire need and quantifying our value.
- Identify and focus on developing customer problems to create greater demand.
- Understand five types of questions a Doctor asks (History, Symptom, Cause, Complication, Cure) and why they ask them.
- Diagnose the real/underlying concern and learn the cost of these ailments.
Homework: Read the handouts on post-sale customer support.
Thursday, April 25th
8 am – 8:15 am – Review of day 1 and discussion of the homework assignment
8:15 am – 10 am – Architect – help shape the customer’s vision of a solution in a way that locks out the competition
- Identifying your company’s strengths compared to the market in general (the “Market Assessment” exercise)
- Diagnostic Probing – the “Architect’s Tool Kit”
- Identifying the customer’s solution criteria
- Planting seeds to change customer’s criteria to better match your solution
- Turning intangible buying criteria into tangibles that favor you
10 am – 10:15 am – Break
10:15 am – 12 pm – Coach — defeat the competition without slashing price (Part 1)
- The “How would you beat you?” exercise. If you were selling against your company what would your strategy be? Then, how should the defeat that strategy?
- Where are you entering in your customer’s buying process?
- Watch for these seven signs of a “rush to judgment – the signs that you are considered just column fodder by the customer
- Dealing with customer objections planted by your competitors
- How to develop a winning game plan—scouting the competition
- The Demo Planner tool
12 pm – 12:45 pm – Lunch
12:45 pm – 1:45 pm – Therapist understands and resolves the buyer’s fears.
- What Therapists do?
- Anticipating fear — identifying common risks, concerns, questions to ask the customer, avoiding traditional objection-handling techniques
- Resolving fear with EAR (Explore, Acknowledge, Resolve)
- Getting a green light
1:45 pm – 2 pm – Break
2 pm – 3 pm – Negotiator discusses to reach agreement with the customer
- Rules of negotiation
- Evaluating your negotiation power
- Preparing to negotiate
- Determining flexibility on negotiables
- Identify competitive strengths
- Identify your bargaining chips
3 pm – 3:15 pm – Break
3:15 pm – 4 pm – Negotiator, cont.
- The negotiation conversation—common tactics, responding to a first demand, questions to clarify customer’s intent
- Asking for Commitment
4 pm – 4:45 pm – Jeopardy game – content review game. A fun team-based competition that test’s participants’ learning
4:45 pm – 5 pm – Summarize and adjourn