Critical Selling Skills | Janek Performance Group

Critical Selling^® Skills

Learn how to engage modern customers by becoming a “Trusted Advisor” and mastering skills to handle the most challenging sales scenarios.

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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

Critical Selling Skills can be delivered in a variety of ways:

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.

“We got a ton of valuable information, a ton of valuable tools from going through this training process and implementing the training that Janek gave us.”

Christine McKinney, Manager, Inside Sales Department

Zoetis

“Bringing Janek into the picture for our inside sales team was an opportunity for them to understand that there’s a different conversation that needs to be held with customers.”

Michael Robinson, Operations Manager

McNaughton-McKay Electric Company

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.

Download the brochure

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

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Critical Selling® Skills FAQ

What type of ROI should we expect from Critical Selling® Skills?

Overall, Janek’s end-to-end training solutions resulted in an average increase of 650% ROI across the entire suite of sales training services throughout 2020. 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.

What does “research based” mean in the context of Critical Selling® Skills? How often is it modernized?

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.

Which Team Members in your organization would benefit from Critical Selling® Skills?

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.

Our sales are done virtually. How does Critical Selling® Skills support selling virtually?

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.

How do you ensure the skills delivered in Critical Selling® Skills become permanent behaviors?

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.

What is a Trusted Advisor and how would that benefit your salespeople?

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.

What Industry Awards has Critical Selling® Skills won?

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.

How was Critical Selling® Skills Developed?

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.