Solution Selling Sales Program Description
To effectively shift people’s sales paradigms it’s important to present a sales training program that gives them the opportunity to acquire effective sales skills, along with the ability to use these sales skills as quickly as possible when interacting with clients. Training with a ‘system’ encourages participants to ‘go out’ and practice what they have learned and then have a coaching forum to discuss/review outcomes has a tremendous impact on changing sales behaviors.
This training program will be customized to the Bank’s specific needs, which includes but not limited to the following.
- Interactive sales skills presentations.
- During the training sessions ‘Real-Play’ the skill sets of each module.
- Use actual Bank scenarios for the ‘Real-Play.’ This way people have a connection to the scenario and will stay more engaged. Also, this type of exercise is where people begin to identify different sales behaviors and experience paradigm shifts based on observation and interaction with other people in the group, which then can easily be used in a client interaction.
- In between training sessions have people document their client and/ or prospecting interaction based on which module is being presented. This information is the foundation for the follow-up and reinforcement sessions.
- This sales training and follow-up and reinforcement process can extend over a period of approximately six months.
The following is a detailed description of the Solution Selling program:
- Sales Skills Index - Provides an objective analysis of an individual’s understanding of the strategies required to sell successfully. The sales analysis categories consist of:
- First Impression
- Prospecting – Ability to identify new clients and sustain a healthy pipeline. This module focuses on:
- Identifying Where Prospects Can Be Found
- Develop an Initial Prospecting Script
- When/How Do You Make Prospecting Calls
- Anticipating and Overcoming Initial Objections
- Setting Measurable/Attainable Prospecting Goals
- Needs Discovery - Craft a series of low, medium and high-risk questions that specifically focus on the types of clients the participants interact with each day. Also the questions are product specific, whereby a participant can use these low, medium and high risk product type questions to understand the immediate needs of the client and at the same time be able get the client to describe their future needs. It is here in the selling system that a client will make an ‘emotional’ decision whether to do business with you.
- Demonstrate Value - 80% of sales are potentially lost here when the sales person demonstrates the features and benefits of the product. Unfortunately, they either talk too much or use industry jargon that causes confusion in the clients mind. During this module we focus on which features and benefits best describe product sets. By doing this you explain the features and benefits in a way that it meets the specific need(s) of the client.
- Overcoming Objections and Close the Sale - In this part of the seminar we identify objections participants encounter from clients. Once we have created this list we begin to develop responses and a strategy to move the client towards closing the sale.
Sales Skill Sets Acquired:
Managing Time Effectively
Enhanced Prospecting Ability
Sales Goal Achievement
Need Discovery Questions
Maximize Sales Opportunities
Asking for the Business
Follow-up & Reinforcement Sessions
Why is a Follow-up program essential – It has been estimated that:
- Less than half the skills and information learned in training will be transferred to the job immediately after the training session unless a follow-up and reinforcement is part of the training process.
- Within 6 months, as much as three-quarters of training can be lost without follow-up.
- After 1 year, some participants will retain as little as 10 to 15 percent of what they learn in training unless learning has been reinforced.
This system keeps people focused on developing staff and working on goals established during the training. The process holds everyone accountable. We break the main group up into smaller groups and through a Go-To-Meeting format the groups have homework assignments that need to be complete before each session. In order to reinforce the 2-day training the monthly assignments are derived from the following:
- Sales Leadership Planning Process
- Sales Coaching System
- Four Levels of Sales Leadership
- Leadership Assessment
- Discussions from previous tele-coaching sessions