Situational Selling - Module One

This highly-customized program for Salespeople of all experience levels provides an in-depth examination of the attitudes and skills practiced by top-achieving sales professionals. Participants gain the ability to understand clients' needs, present their company's features and benefits, and apply customer-focused selling skills in confirming business and overcoming buyer concerns.

Topics Covered:

  • The consultative approach to selling
  • Goal-setting for personal and professional growth
  • Maintaining a positive attitude
  • Planning and researching prior to contacting a potential client
  • Cultivating business from new and existing sources
  • Questioning and listening skills
  • Discovering customer tangible and intangible needs
  • Presenting features and benefits
  • Understanding client behavioral styles
  • Providing solutions with effective presentation skills
  • Knowing how and when to ask for the business
  • Overcoming buyer concerns
  • Establishing trust and building lasting relationships
  • What You Will Gain:

To gain a greater understanding of current trends in the sales profession To learn to understand and relate to customer needs To enhance self-awareness and understanding of personal growth and change To understand and apply customer-focused selling skills To share ideas and experiences with other sales professionals Format:

Pre-Program Process includes:

Customer research, participant pre-work exercises, and development of customized role-plays and case studies. The program is facilitator-led with emphasis on practical and experimental exercises, group discussion and live role-plays. An eLearning add on is available.

One-on-one Follow-Consultation sessions are held with each participants six weeks after the Program to reinforce training concepts. Optional Sales Skills Assessment program available to evaluate participantsí effectiveness in using new skills

The AWW Sales Skills Assessment program is recommended as a compliment to this workshop. The AWW Sales Skills Assessment program is designed to reinforce newly acquired skills and provide ongoing training tools and measurements.