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.
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.
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
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
Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.
Take advantage of our turn-key and hands-on training reinforcement solutions.
Validate training effectiveness in terms of performance improvement, business results,and ROI.
Use a technology solution to reinforce training in a convenient and fun format.
Download the brochure
More information about the Critical Selling Skills program is available in this downloadable PDF