At the heart of our training programme sits ‘The Structured Sales Process‘, a learned skill which can optimise the potential of any sales person.
Founded on the solid principles of discipline and process it supports the sales practitioner through the intricate steps required to ensure that explicit client needs are identified, and that the true value of your proposed solution is fully understood. By doing this it is possible to create a compelling need for change which leads to the ultimate prize, the sale.
The Structured Sales Process used throughout the workshop has 6 key steps which are as follows;
- Planning and Preparation – we look at the importance of understanding where to find the prospective clients you are looking for and who you should be calling to arrange meetings with. We also acknowledge that there is usually a mixture of new and existing clients, and so we discuss the differences between the two and where resource and effort can be most effectively deployed.
- Introduction – we discuss the importance of getting in at the correct level and avoiding the mistake of making important business development meetings with managers who are NOT part of the decision-making unit. We also acknowledge that in most organisations the MD or decision makers are protected from cold callers, so we learn to develop techniques to handle objections and effectively bypass gatekeepers.
- Fact Finding and Establishing Needs – We learn the importance of developing good questioning techniques to help us establish the needs the client might have which we can service which will highlight a compelling reason for change.
- Confirmation, Qualification and Trial Close – We will learn how to always confirm understanding of the needs uncovered and the clients desire to have them addressed. We also learn how to make a ‘trial close’ ensuring that the client has the N.A.M. – Needs, Authority & Money.
- Selling the Benefits – By this stage in the process will have helped the client understand the need for change and we should have already trial closed at the end of stage 4. before we deliver the presentation. We learn how to do this ensuring that each need is once again confirmed, checking the level of understanding within the decision-making unit and how to present the solution ensuring that each need is focused on and each point is duly checked before moving on.
- Close – Although this is often seen as the most difficult part of selling, we learn that by following the process, closing the sale can be very straight forward. This is because we have highlighted the business needs, confirmed and trial closed, then presented a solution based on each point arriving at that compelling reason to change.
If you are interested in learning more about the Structured Sales Process you might consider enroling in the Jedi Sales Academy, click the button below to do so.