Selling Discussion Skills teaches a selling process where participants will learn the Planning, Opening, Discovery, Proposal and Closing steps in the selling process. Key differentiating points include: developing strong questioning and listening skills that create a customer-centric dialogue and discover the real buyer needs, incorporating the buyer’s language as part of the sales and negotiation process, and using customer-centric business insight facts that strengthen the selling story.
After you complete the Business Insights Black Belt Level 1 certification (or the Green Belt) program and you witness a dramatic transformation in your ability to analyze data, find the key insights and develop powerful fact-based stories – you may wonder what is next. After all, creating your script for your story is half the battle. It still must be sold in a compelling manner to your customers.
Mastery of Selling Skills® uses extensive role-playing and coaching to “load the lips” of your team – like actors practicing their lines until they are delivered naturally. This repetition builds “muscle memory” and cements participants’ confidence in the selling process. In other words, it truly changes their behavior.
Most courses are conducted as private client-specific sessions. Periodically a client will allow non-competing guests to join their learning journey.