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

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.

ATLAS

Hear what our clients say about us.

Many companies out there just pull a training off the shelf that may not relate directly to their company. But in working with Janek Performance Group, they provided us with the customization, and the follow-through made a huge difference within our organization.

Lisa Pearne, VP of Sales
California Casualty

Janek’s sales training scored very, very high while internal surveys and business results have shown that Janek’s training is successfully being adapted by our salesforce.

Donnie Purto, Sr. Director of Sales Training
Natera

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these 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.

Critical Selling Skills

Download the brochure

More information about the Critical Selling Skills program is available in this downloadable PDF