Sales Training

Theoretical sales methodologies do not meet industry requirements. Sales executives and training organizations are seeking alternatives to the limiting factors of available sales methodologies and curriculum.

Spohn offers an Applied-Selling Ontology which includes a complete Body of Knowledge for the 10 Domains of Applied-Selling.

1. SALES METHODOLOGY No matter which sales methodology you choose to use, you must be well versed in all 10 Domains within the Applied-Selling Body of Knowledge. We cover the three primary sales methodologies of Vision Selling, Value Selling and Transactional Selling.

2. ACCOUNT PLANNING AND MANAGEMENT As a Sales Executive, your account planning and management activities identify your strategic approach and define the tactical actions necessary to achieve your objectives. You must be well versed in both Account Planning and Account Management.

3. THE CUSTOMER & THE BUSINESS You are almost ready to begin selling, but before you do there are two critical items you need to learn in detail before you make that first phone call. That is; the Customer and their Business. If you’ve segmented your market and prioritized your prospects you are part of the way there.

4. THE DECISION MAKING PROCESS The decision making process for almost any business has three key areas that you must fully understand and be able to fit your products and adjust your sales approaches to be successful. They are: Drivers, Initiatives and Cycles.

5. EXECUTIVE LEVEL POSITIONING Positioning, in sales, is all the levels where sales activity happens. Positioning at the Executive level is the best level to focus your attention to make more sales. Executives play a key role in every business. They are the individuals charged with increasing customers, revenue and profitability.

6. PROSPECTING & VALUE STATEMENTS You may be asking yourself, “what do prospecting and value statements have in common?” Think of it this way. Prospecting and value statements go together like salt and pepper, peanut butter and jelly, or bread and butter. When you prospect you should be using your best value statements.

7. QUALIFYING CUSTOMERS Have you answered YES to the four primary business qualifiers?

Decision Maker?
Business Need?
Budget?
Timeframe?

8. QUALIFYING SERVICES Identify and qualify specific requirements based on discussions with the C-Level decision makers. Identify their key objectives such as; lowering cost, increasing revenue or improving the customer experience. Identify the business problems they are trying to overcome such as; downsizing or rapid expansion, relocating a site, or maybe even a security breach.

9. DIFFERENTIATING & VALUE PROPOSITIONS Differentiating yourself is key to gaining your customer’s attention. Value Propositions play a significant role in setting you apart from your competition. A value proposition is a clear, concise series of factual statements on tangible results from your products, services or solutions. The more specific your value proposition, the better.

10. CLOSING & HANDLING OBJECTIONS When closing, sell the complete solution. Show how your solution can solve their issue, ease their pain and help them proactively in other ways. Get the customer emotionally and intellectually involved and aligned with your solution. Get them to see (or tell you) how they could solve their problem with your solution.

Our Spohn Applied-Selling™ Methodology and Sales Curriculum along with our Coaching Curriculum incorporates the latest sales and coaching techniques within Customer Care, Inbound, Outbound and Direct sales at all levels.