Building Powerful Conversations

Training available virtually or on location

How do I gain the trust of my customer?
What questions do I need to ask in order to move the sale forward?
How do I control the sales call?
How do I ask for the close?

If questions like these have been plaguing your sales team, or you are looking at a brush up for those who have been in the business for a while, this program is your answer.

As sales professionals, we need to try and establish the highest level of sales relationship we can. In order to do this, we cannot just sell a product or service. We need to uncover what our customers are trying to accomplish and how we can help them achieve these objectives. At the very least, we need to be seen as a supplier of ideas that will help our customers. The ultimate goal is to become a “Trusted Advisor.” At this level you are an integral part of their business as they are of yours. There is mutual respect. It is not easy to get there and it does take time.

We'll Walk You Through Hello to Close

Whether on the phone, in person or virtually, you need to guide the conversation by the questions you ask. In this program your sales professionals will be introduced to a step-by-step process called the EDGE, which will walk them through from hello to close. Conversations cannot be scripted, but they can be guided to what we want to achieve. This program is designed to help sales professionals to get prospects to open up and do the majority of the talking.

Program Objectives:

Establish a step-by-step process for running a great call.

Understand the four levels of a sales relationship and how to get to the highest level possible.

Instill the “NST” (Next Set Time) discipline with clear objectives and action items to move the sale forward.

Help strengthen your sales professionals’ questioning muscles to achieve greater depth to their questioning and subsequently gain a deeper understanding of how your company can help.