Critical Selling® Skills
Online / Live Instructor Training
Workshop is conducted over two consecutive days in 2, 3.5-hour blocks.
- Quickly create connections
- Win more business
- Differentiate from competition
- Reduce & overcome objections
- Achieve the status of “Trusted Advisor”
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 value-based program that trains sales professionals 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 expectation
- 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
Maximize Your Sales Training Investment
Personalized Sales Coaching
No one ever became a champion without a great coach. Janek sales coaches provide personalized guidance to take your team’s performance to the next level.
Our personalized sales coaching program will support sustainment and reinforcement of the skills provided in the training workshop over time. The coaching will focus on skill implementation on real-life deals and can delivered through group or one-one sessions. Janek coaches provide real-world, real-time guidance to make an immediate impact and support long-term results.
- Receive guidance and support from an expert Janek sales coach
- Turn skills learned in the training into long-term behaviors
- Improve close rates on deals you are currently working
- Accelerate your sales process and close deals faster
- Better handle difficult situations with managers, colleagues and sales support team members
- Personalized coaching sessions with a Janek sales coach (bi-weekly coaching calls)
- Availability to connect with your Janek sales coach via email for up to 6 months
- Access to rich library of Janek sales content and other assets
- Exclusive offers on future Janek training events
The following coaching plans can be used one-on-one or for your team and are available as part of the registration process.
At Janek, we understand how critical it is to turn new skills into long lasting behaviors. To really make sales training stick, you’ll need to implement an effective sales training reinforcement strategy with practical tools you and your sellers will use. Our online reinforcement solution, Janek Xpert™ has been tested and proven to increase sales training retention by up to 170% and is an app specifically developed for busy sales professionals.
- Proven to increase retention of sales training concepts by up to 170%
- Reinforcement questions and content conveniently delivered to your inbox every few days
- Varity of content provided (articles, infographics, etc.) to support knowledge retention and learning
- Apps available for Apple and Android that sync across all devices allowing for convenience and ease of access
- Limited time needed (3 minutes every few days) for long-term sales skill reinforcement
- Track of scenario-based questions delivered every few days
- Access to rich content that supports sales skill development and reinforcement
- Social platform allows you to connect with colleagues that went through the training
- Manager reporting allows for visibility to coaching opportunities
- Free apps available for Apple and Android devices
This service can be added as part of the workshop registration process.