Power Selling equips salespeople with a proven consultative and solution centric process. Power
Selling provides field tools which enable them to create competitive distinction, increase sales, and generate the personal success that inspires them to stay and grow with your sales organization for years to come.
Power Selling enables your salespeople to:
Create selling opportunities at the top decision making level. The Power Selling consultative sales process equips your people with the confidence, talk tracks and prospecting skills to set appointments with “C” level buyers. Attendees learn the value and process in conducting Pre-call Investigations which help them prepare to make a high-impact first impression on initial sales calls.
Discover, report and collaborate with prospects to set the stage and pace for the sale. At the heart of this proven sales model is a unique and powerful discovery process. Salespeople learn the secret of going beyond basic needs determination into due diligence to determine the prospect’s objectives, challenges, current methods, dysfunctions, redundancies (PAIN), and current operating costs. The prospect’s current state is captured and documented onto an Account Profile. The findings from the discovery process are packaged into an Executive Summary, which is the consultant’s secret weapon. The Executive Summary creates an opportunity to consult and collaborate with prospects allowing them to participate in designing their own proposal. (The Executive Summary does not require any proprietary software and can be a simple two-page confirmation letter for small transactions.)
Propose solutions and close the sale. The Power Selling Winning Proposal model prompts salespeople to sell value versus price and to cost justify recommendations based on valid financial models. The Power Selling proposal is another Transcend! leadership inspection touchstone. Even the finest proposal encounters concerns or objections from decision makers or influencers. Power Selling equips salespeople to anticipate the most common objections and to develop and deliver intelligent responses which open the door for closing the sale.
Training Deliverables
These field tools will prompt and support your salespeople in getting the training out of the classroom and into the customer’s office.
- Telemarketing scripts/marketing letters
- Prospecting objection log and logical responses
- Positioning statement (60-second sound bite)
- Account profile with discovery questions (one-on-one account strategy blueprint)
- Executive Summary and Confirmation Letter
- Winning consultative proposal template click here for a sample
- Ten closing lines that work!
- Closing objection log and logical responses
- Power Selling - “The Book”
