Critical Selling® Skills

October 29, 2024 8:45 am - 5:00 pm Boston, MA

$1,795 $1,895

Boston Sales Training Workshops
Download Program Overview (PDF)
Workshop Address: 157 Church Street, 19th floor, New Haven, 06510

Workshop Benefits

  • 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 the Training Program

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 the Training Program

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

Sales Coaching

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

What’s included:

  • 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. Monthly pricing is shown.

3-Month Plan (6 Calls)
$1500  $950
6-Month Plan (12 Calls)
$1500  $900
12-Month Plan (24 Calls)
$1500  $850
Virtual Instructor-Led Sales Training

Xpert™ Reinforcement

Did you know that after training, salespeople are said to lose 87% of their newly acquired knowledge within a few months? At Janek, our training doesn’t end once the workshop is over: to really make sales training stick, you will receive an effective sales training reinforcement app that has practical tools, updated, supplemental resources and gamified challenges that you and your sellers can use to reinforce their learning. 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. For just 3–6 minutes a day, your sales team can answer one question or do a video challenge to reinforce what they’ve learned. Xpert’s gamified approach allows for learners to compete against one another and earn points based off their answers. Additionally, Xpert acts as a library of up-to-date resources that can be accessed at anytime, anywhere, on your work computer, tablet or phone, so that you can focus on sales without interruption.


  • Proven to increase retention of sales training concepts by up to 170%.
  • Accessible from anywhere, at any time, via your work computer, tablet or smartphone (iOS and Android).
  • Diverse content so that sales team can personalize their experience and grow specific skills.
  • Receive 3–6 minutes of bite-sized content, including questions and video response challenges, that can be done at any time.
  • Uses a gamified approach where learners can compete and earn points.
  • Offers all-round visibility so that managers can keep track of individual and team scores and identify areas of growth where one-to-one coaching may be needed.
  • Maximizes ROI and implementation of sales enablement training.
  • Non-disruptive, fast and effective resource that keeps core messaging and content acquired top-of-mind.

What’s included:

  • A library of supplemental resources that can be accessed at any time.
  • 3–6-minute interactive challenges via questions or video challenges using real-life scenarios.
  • Free, one-year access to Xpert, as part of any enrolled workshop.
  • An engaging platform that encourages users to apply their knowledge to real-life scenarios.
  • Updated dashboard so that sales leaders can oversee individual and team-wide progress of each member in real time, creating targeted coaching opportunities.

Included with Workshop Purchase

Janek Xpert for Critical Selling Skills
$395  $0