ascent-world.com

Overview

Your sales professionals are faced with a never-ending stream of real-time influence interactions with your customers. Situational Selling® is a compelling methodology for applying proven behavioural science concepts to sales influence. By understanding and applying Situational Selling®, you will develop the skills necessary to be effective in today’s competitive marketplace.

Benefits

Increased sales revenue – new and existing accounts.
Enhance prospects readiness to buy.
Increased rep focus to get maximum return on time/energy.
Organizational momentum created through appropriate leveraging of long-term loyal customers.
The mystery of effective customer influence revealed – where you reach your goals and your customer feels good about it!

Target Audience

Duration

Participants Per Program

Objectives

Increased sales revenue – new accounts and existing.

Reduced employee turnover.

Enhanced buying readiness – regardless of demographics.

Discovering the key to the elusive selling style/buying readiness match.

The mystery of effective customer influence revealed - where you reach your goals and your customer feels good about it!

“People love to buy, but hate to be sold.”

Content

Module 1 – Successful vs. Effective

Part 1 – Introduction and Foundation

Identify the impact of different selling approaches.
Determine the appropriate measures of success and effectiveness in the selling process.

Part 2 – Self Assessment

Complete a selling style assessment that will provide the feedback on your selling style.

Module 2 – Match and Move!

Part 1 – Buying Readiness

Understand the concept of buyer readiness in terms of information or knowledge and commitment.
Understand the factors that affect buyer readiness levels.

Part 2 – Selling Styles

Understand the concept of product guidance and supportive behavior as parts of your selling style.

Module 3 – Getting to Four

Part 1 – the Situational Selling Model

Understand and use the Situational Selling Model to guide your selling process.
Develop strategic sales information to aid in the presentation of your product or service.

Part 2 – Feedback on Selling Styles

Process and analyze the Sales Influence Inventory
Identify selling styles tendencies.
Receive feedback on strengths and areas for development.

Module 4 – Applications and Connections

Part 1 – Selling Style Competencies

Develop a Tactical Sales Plan to apply the Situational Selling Model to your Product and services.

Our Approach