Insight™ Selling Skills Clinic

Program Overview

Module Summaries

Module 1: The Sales Process

Through various team exercises, participants identify the distinct steps of their company's sales process. Participants identify the key skills needed to shorten this sales cycle and increase sales revenues.

Module 2: Conversations not presentations

Using proprietary tools created by Agentive, the participants will create powerful customer-focused dialogue to position their product or service in terms of customer needs.

 

Module 3: Effective Questioning Techniques

Through the use of specialized application exercises and customer-focused role-plays, participants will practice how to make a sales call sound more like a conversation and less like a canned pitch. Participants will develop effective questioning strategies designed to elicit critical information from the customer and thus shorten the sales cycle.

Module 4: The Importance of Being a Great Listener

What's the point of asking great questions if we don't do anything with the answers? Through lecture, application exercises, and customer-focused role-play, participants will learn to identify the physiological and environmental barriers to good listening. Each person will then assess their own listening ability and practice techniques designed to reduce specific communications barriers created by poor listening.

Module 5: Pre-call Planning

Participants recognize the importance of setting call objectives for both phone calls and face-to-face meetings. Participants will walk away with 3 specific techniques that will enable them to target more effectively, initiate a more focused sales dialogue, and ultimately reduce the length of the sales cycle.

Module 6: Handling Objections

Through application exercises and role-play, participants will demonstrate how to recognize and handle key objections to their About Agentive. Participants will identify non-verbal cues that neutralize client hostility. Team exercises will result in the development of a polished list of responses to the most common objections they face every day in the field.

Module 7: Opening the Call

Participants will recognize the ways a good call opening can set them apart from their competition. Through repetitive, rapid-fire application exercises and role-play, participants will create, demonstrate and refine customer-focused call openings guaranteed to lengthen the sales call and shorten the sales cycle.

Module 8: Closing

Participants describe the best ways to advance the sale or close the call in their specific selling environment. By using a process that builds on work done in previous modules, participants will refine and demonstrate effective closes that can dramatically increase success in advancing or closing the sale.

Module 9: Sales Calls

Participants demonstrate their ability to put all their selling skills together in company-specific role-play exercises. They work in teams to prepare for the call, execute the call, and then critique the call. Participants use the feedback from these assessments to develop a plan to capitalize on their sales strengths as well as improvement opportunities. This plan is augmented by the instructor and shared with their manager.

Class Follow-Up

Agentive instructors are available via phone or e-mail to talk to the participant's sales managers after the class. Specific suggestions regarding participant strengths and improvement opportunities will be provided as part of a suggested follow-up plan that the manager can implement over the phone or during the next field visit.