Workshop 1: Critical Selling® Skills & Best Practices
Janek Performance Group’s Critical Selling® Sales Training curriculum is a research-based, value-focused sales training program that provides sales professionals, with the skills and strategies they need to stimulate interest, build trust, and dramatically improve their overall sales effectiveness with customers and prospective customers in our mission partner organizations.
In today’s competitive environment, Department of Defense buyers are more sophisticated and delivering “product-based” presentations are simply not enough. Sales professionals must have the ability to engage in a consultative dialogue and through the use of strategic questions to discover the customer’s unique needs so that they can effectively partner with the customers in a differentiated way.
In this one-day course, participants will learn how to effectively prepare for sales meetings, build authentic connections with Mission Partners, ask questions to discover needs and priorities, present DISA recommendations in a way that highlights value, and proactively ask for the next steps.
Course Objectives:
- Quickly create connections and build trust with customers using effective relationship-building skills and best practices.
- Build stronger, longer-lasting customer relationships by adding value.
- Win more business by quickly uncovering what is most important to the customer and where you can differentiate value.
- Reduce the number of objections and pushback from customers by handling concerns in a collaborative, problem-solving framework.
Workshop 2: Applying Critical Selling® Skills Workshop
Today’s Mission Partners have more options for their technology platforms and more information about those options at their fingertips. In this environment, it is critical for DISA professionals to be able to effectively apply sales dialogue skills to connect with Mission Partners, uncover their needs and priorities, and guide them to the right solutions for their missions.
In this one-day follow-up to Critical Selling® Skills & Best Practices, participants will practice what they have learned in group activities based on real DISA situations, including in-depth role plays focused on Discovering needs, Presenting solutions in a mission partner-focused way, and handling objections.
Course Objectives:
- Build confidence in applying selling skills on-the-job through customized practice activities
- Gain opportunities for feedback from peers and the Janek coach to continue to build skill
- Personalize Critical Selling® Skills best-practices by putting techniques in your own phrasing and tailoring for your LOB.
- Reframe objections from a barrier to partnership into an opportunity to learn more through practice of creating empathy statements and questions for typical yet challenging objections.
Register for the Workshops in Montgomery
Once you register, you’ll receive an email confirmation. Please share it with your supervisor.
