Principles of Partnership Selling

 Note: Each module is approximately 3 hours

Summary

In this program, you will learn to bridge your company’s offerings and your customers’ needs, while determining how to maintain a strong presence in the marketplace and create financial stability. 

Program Objectives:

• Explore ways to truly partner with customers

• Create a value profile to allow for presentations that tell your customers you can offer what they’ve said they want.  Show customers what’s in it for them

• Learn to handle objections as golden opportunities

• Define a closing objective for one of your own accounts.

• Discover how to ensure customer satisfaction.  

Module Titles:

1. Partnering

2. Value Profiling

3. Developing Benefits

4. Presenting Solutions

5. Handling Objections

6. Closing

7. Putting It All Together 

Module 1: Partnering

• Distinguish between peddler and partnership approaches

• Define benefits for partnering

• Apply skills and tools to facilitate long-term partnerships

• Provide value over and above the product

• See the sales process from the customer’s point of view

• Identify four personality styles and how to work best with each

• Identify five buyer roles

• Create rapport with customers through “mirroring” techniques

Module 2: Value Profiling

• Understand why customers buy and what customers value

• Develop questions for your value profile to address the needs and values of customers

• Apply the value profile to match your own products and services to customer-defined value

• Develop an “up-front close” to ensure that both your time and your customer’s time is well-spent

• Focus your presentation to say, “Here’s what you said you wanted.”

Module 3: Developing Benefits

• Tell the difference between facts, features, benefits, and “partner benefits.”

• Tailor benefits to specific customers

• Identify benefits for your own products or services

• Use a formula for developing and presenting benefits

• Present a product in terms of benefits that answer the buyer question, “What’s in it for me?”

Module 4: Presenting Solutions

• Construct partnership presentations that involve your customers

• Identify and evaluate the elements of an effective presentation

• Plan for the logistics of a presentation

• Conduct a presentation with appropriate benefit statements to meet the prospect’s needs

• Understand obtaining and using “PROOFS” and other materials to back up your presentations

• Design and practice the presentation using literature, visual aids, and support material

• Make a confident, persuasive presentation that will close the sale

Module 5: Handling Objections

• Recognize objections by type

• Determine which objections are productive to answer and which are not

• Form appropriate responses to objections using a four-step procedure

• Handle objections positively

• Be confident in handling objections

• Use objections to move the sale along

Module 6: Closing

• Understand what closing is and what it isn’t

• Gauge how well you’ve carried out the whole process by your customer’s readiness to close

• Recognize when the customer is ready to make a decision

• Use trial closes to define closing opportunities

• Develop closing objectives that meet both the need of your customer and your need to make a sale

• Develop a variety of approaches that facilitate customer decisions

Module 7: Putting It All Together

• Apply the core skills that you have been learning throughout the program

• Practice your own Action Plan for your CSO through role playing

• Act as a key decision-maker for one of your task force member’s role play

• Work in a team to aid, observe, and critique

Why wait and increase your risk or delay needed productivity improvements?