Slow Down, Sell Faster!™ Sales Training

Master the 8 Roles of Buying-Focused Selling
Salespeople today are commonly urged to connect with the customer’s buying process. But what does that really mean? And does it work?

This sales training program answers both of those questions. Built on principles presented in the book, Slow Down, Sell Faster!, the program gives salespeople an easy-to-use model for adjusting their sales behavior to get in sync with their customer’s buying behavior.

Program Content
The program is structured to teach salespeople how to embed the principle of “customer focus” in their sales process—and how to avoid the speed bumps that slow down customer buying! Participants will learn how to shift the odds in their favor throughout the customer’s buying process.

Topics include:

• The 8 predictable steps of customer buying
• The matching 8 roles for the salesperson—the different sets of professional skills that salespeople should use to help customers through each buying step quickly
• Techniques for exposing additional customer needs
• How to get customers to convince themselves that inaction is not an option
• How to sell more effectively to buying teams—getting to more decision makers earlier in their buying cycle, and creating multiple internal champions for your solution
• Tools for capturing customer needs, performing competitive analyses, and more!

Audience

• The flexibility of our sales model enables us to customize the program to different levels of sales complexity. The program focuses on sales situations where customers go through a deliberate decision-making process, and often there is more than one person involved in the decision.

Delivery

• 2- to 3-day live on site workshop
• Customizable to your company’s language and unique situations and challenges
• Train-the-trainer

Program Benefits

• Develop a common process and language around selling, with the customer at the center of your model.
• Increase sales effectiveness—more appointments, higher success ratio
• Develop a better understanding of your customers, their needs, and their buying process
• Sell and negotiate on value, not price
• More benefits…

To learn more or schedule your own in-house workshop, call 800-403-9379.

Slow Down, Sell Faster! is a trademark of TopLine Leadership Inc.
All models in these pages are © 2012 TopLine Leadership, Inc., and are used by permission.