Critical Selling® Skills

Overall, Janek’s end-to-end training solutions resulted in an average increase of 1188% ROI across the entire suite of sales training services throughout 2023. As one of our flagship programs, Critical Selling Skills ensures sales organizations have the skills they need to respond to buyers needs in today’s market.

Critical Selling Skills is field proven and data backed, meaning that our sales training methodology undergoes a constant process of optimization based on market trends. At Janek, we routinely revise and optimize our Critical Selling Skills program alongside new evidence.

Everyone, whether they are a seasoned sales professional or junior sales rep, will benefit from the skills taught in Critical Selling Skills. Our proven methodology imparts skills that are universally applicable across your organization.

Critical Selling trains your sales organization on the critical thinking skills and communication skills necessary to sell effectively. Our sales methodology is universal and works equally well when selling virtually or in-person.

Our sales training sustainment strategies operate on three primary levels to improve skills within the sales organization: technology, tools and training for managers and sales coaching. This allows us to fully customize a training sustainment and reinforcement solution that will be most effective based on your objectives, budget, and project scope.

A trusted advisor is a sales professional who serves as a strategic partner to their customers. Trusted Advisors make the customers’ needs their number one priority before, during, and after the sales process.

Critical Selling Skills won the coveted 2020 Gold Stevie® Sales Training Program of the Year award. Critical Selling trains and reinforces the necessary communication skills to improve sales performance in today’s market.

Selling was developed out of the need to provide a field-proven and research-backed approach to sales. It was designed to uplevel sales staff, whether it’s a sales manager, sales professional, or other sales leader.

Examples of the many creative techniques effective salespeople can implement include:

• Needs-based: The salesperson asks a series of open-ended questions to determine the buyer’s needs, then recommends a tailored solution to address them.
• Focus on differences: In many industries, there is substantial overlap between a business’s offerings and those of its competitors. Salespeople should emphasize the unique selling proposition to differentiate their products, services and company.
• Make the customer the hero: Demonstrate how purchasing the product or service will make the buyer a hero by solving a significant problem not just for the company but also for themself.
• Appeal to emotions: While buyers rely on data when evaluating a product or service, they typically make subconscious, emotional decisions and use logic to justify their actions.
• Storytelling: With this technique, the salesperson tells a story to illustrate the benefits of their offerings and how they can solve the customer’s problem.
• Emphasize status quo: When selling to existing customers, it’s important to reinforce their inherent status quo bias to demonstrate that continuing to do business with the salesperson is the safest and most reliable option.