RightTools™: Back To Basics Selling
Organizations that are looking to expand the skills of their sales forces may benefit more from going back to basics then delving deeper into complexity. Sales people from the newest to the most experienced can benefit from revisiting, practicing, and applying fundamental selling skills.
Selling skills should not be complicated
As technology and training around selling skills evolves, it is easy for the basic premise of selling to get lost in the evolution. Sales organizations that rely on complicated selling processes usually forfeit the opportunity to teach new salespeople the most fundamental element of selling — good communication. Organizations that place emphasis on selling fundamentals usually have more respected sales forces that consistently drive business results.
Back to Basics Selling is a classroom based learning platform designed to teach the fundamentals of good communications as applied to the selling environment. Utilizing the selling and communications principles of some of the top opinion leaders in the field, Back to Basics Selling simplifies the teaching process through interactive learning exercises and innovative classroom techniques.
From Planning the Sales Call to Understanding Behavioral Preferences, from Managing the Road Blocks to Success to Earning the Right to Close, Back to Basics Selling helps learners understand, practice and apply the good communication skills that lead to productive sales calls.
The Back to Basics Selling Platform
- Guides the learner through every aspect of the sales call including pre-call planning and post-call notes
- Gauges the learner’s comprehension and practical application through interactive learning exercises
- Integrates the use of actual sales data in learning exercises providing working action plans for the learner to use on sales calls
- Provides a simple step-by-step methodology for the platform facilitator to follow
- Integrates follow-up activities for the learner to use to better understand his or her selling environment
- Addresses the needs of both new and tenured representatives
Back to Basics Selling includes the following Basic Learning Modules:
- Planning the Call
- Building Rapport
- The Initial Benefit Statement
- Converting Features to Benefits
- Understanding Customers’ Behavioral Preferences
- Providing Evidence/Presenting Proof
- Earning the Right to Close
- Managing Road Blocks to Success
Additional modules included are:
- Active Listening
- The Impact of Body Language
- The Art of Asking Questions
- Selling to the Four Behavioral Types
- Acquiring the Competitive Edge
- Developing a Take Action Plan
The Back to Basics Selling Platform includes Participant Workbooks
Participant workbooks are designed to follow the classroom activities and to also provide reference and follow up for the learner once the training is completed. Adult learning principles ensure the learner draws on his or her experiences throughout the learning platform.
A Comprehensive Leader’s Guide that provides a simple step-by-step methodology to facilitate the teaching platform.
The Back to Basics Selling Platform includes Workshop Materials
All workshop materials included in the platform package, (ice breakers, tent cards, score cards, table tents, word puzzles, posters, prizes, etc…)
Back to Basics Selling can be customized for your organization
Choose Your Logo, Your Branding, Your Theme, or Your Selling Examples.
Contact RightHands Resources™ for details.