Critical Selling® Skills

Learn how to engage modern customers by becoming a “Trusted Advisor” and mastering skills to handle the most challenging sales scenarios.
Rethink how you sell with Critical Selling Skills.
Today’s sophisticated customers just aren’t buying traditional product-based presentations. To engage these buyers, your team needs Critical Selling.
Critical Selling Skills is a proven sales methodology that teaches sales professionals how to stimulate interest, quickly build trust, create value in their offerings, close with confidence, and dramatically improve their effectiveness with modern customers.

Key benefits of Critical Selling Skills
After completing this program, your sales team will be able to:
- Quickly create connections and build trust with customers using a consultative approach
- Differentiate from the competition through a value-focused sales approach
- Achieve the coveted status of “Trusted Advisor” and exceed customer expectations
- Win more business by deeply uncovering what’s most important to the customer and persuasively presenting the right solutions
- Reduce and overcome objections from customers by adopting a proven approach

Program Objectives of Critical Selling Skills
Program objectives include:
- Determine the difference between a typical sales professional and a Trusted Advisor
- Successfully plan for sales calls by setting objectives and using a pre-call planning tool
- Confidently open sales calls, create rapport, engage the customer, and set a positive tone for the sales interaction
- Utilize a focused questioning methodology to thoroughly uncover customer needs and dig deeper in the sales discussion
- Increase customer buy-in by using a methodology to present solutions, insights, ideas, and benefits tailored to customer needs
- Recognize when to close and follow a closing approach that leverages the momentum of the sales interaction and seamlessly moves the process forward
- Handle objections using a four-step methodology to uncover and address the customer’s true concern while maintaining trust and credibility as a Trusted Advisor
Sales Training Delivery Options

Onsite Instructor-Led Sales Training
This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.

Virtual Instructor-Led Sales Training
Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.

Blended Training
This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.

Train-the-Trainer
Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.
Janek’s training implementation approach
Our training implementation is guided by a proven world-class approach.

Analyze & Plan
Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.

Tailor & Prepare
With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.

Learn & Practice
Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.

Assess & Report
Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.

Sustain & Reinforce
Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.
Hear what our clients say about us.
Supporting services

Customization
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.

Reinforcement
Take advantage of our turn-key and hands-on training reinforcement solutions.

Measurement
Validate training effectiveness in terms of performance improvement, business results, and ROI.

Xpert
Use a technology solution to reinforce training in a convenient and fun format.
