Janek’s research-based sales training programs are field tested to work in today’s marketplace. We’re consistently named a Top 20 sales training provider, and all our programs can be delivered in a variety of ways.
Critical Selling Skills is a value-focused sales training program that enables sales professionals with the skills and strategies to stimulate interest, build trust, and improve their sales effectiveness.
Critical Teleselling Skills equips sales professionals with the skills to master the nuances of selling over the phone by learning how to create trust and connections that are traditionally more difficult without face-to-face interaction.
Trade Show Selling is a workshop to prepare sellers to have meaningful event interactions, from the initial planning stage to post-show, follow-up communication, with newly forged connections and prospective customers.
To increase retention of selling skills from sales training, Janek offers a digital reinforcement technology that your sellers want to use. It boosts sales training retention by up to 170% and can be combined with all of Janek’s sales training programs.
Our Sales Consulting services, powered by our proprietary Sales Performance Blueprint model, will help diagnose and fix problems related to all facets of your sales organization, processes, and strategies.
Janek’s sales performance solutions are offered to a global clientele. With offices on three continents and certified facilitators based around the globe, we’re well positioned to help clients of all shapes and sizes.
Janek’s thought leadership library is a hub of research, guidance, best practices, and tips for sales professionals that offers a wide range of media, including case studies, blogs, white papers, and videos.
How to Engage the Empowered B2B Buyer: Four Key Selling Skills Salespeople Need to Win Deals
In today’s digital marketplace, buyers are more informed than ever before. As a result, sales professionals need to hone current selling skills and develop new ones, preparing to shift to a consultative model.
No longer is it enough to merely know the client and their needs, or to simply accept whatever the buyer wants. Salespeople will now have to help customers make decisions that are in the clients’ best interest – even if it means walking away from a deal. As a corollary, sales professionals need to have in-depth knowledge and awareness of the marketplace – not only in terms of target market need and desires, but alternative competitors.
Download How to Engage the Empowered B2B Buyer to learn:
How to identify and express insights about buyers’ business situations
How to differentiate your product from the competition through deep knowledge of the possible alternatives
How to ask the right questions to hold a consultative discussion with clients
The importance of handling customer objections and resistance appropriately and in ways that strengthen the relationship
How to determine which and how many of the four major types of sale roles your business needs