Sales Training

Building and sustaining elite high performance sales organizations must first begin by executing on multiple sales intelligences that build value and differentiation with today’s more demanding decision makers. As the buying process and buying behavior continues to evolve, so must the skills of selling professionals.

This modern sales development program accelerates sales effectiveness to help selling professionals achieve higher levels of success and win more business. Cooperation Selling was developed as the result of sales process consulting, training, coaching, best practices, and research collected by working with more than 70,000 selling professionals and sales leaders over the course of more than two decades.

Differentiate Selling By Understanding Buying!

The most powerful path to selling success has always been to better understand the buyer and their decision process. So why do most traditional selling methodologies focus on the sales process instead of the buying process?
Adversarial expectations and conflicting priorities have often left sellers and buyers at odds. And yet, research proves that the customer is much more likely to award the business to the seller who understands the buyer and helps them through each step of their decision process.
In order to modernize selling and provide customers with what they truly expect from their provider partners we must move away from traditional selling methodologies and behaviors by aligning ourselves with the customer to help them make the best decisions for them!
Value Added Sales Methodology
This sales training program teaches sales professionals to understand both the ‘Buyer Decision Science’ and the internal questions that customers commonly ask themselves to help them make what they believe is the best possible decision.
Prepared with this knowledge, salespeople can now be more proactively prepared to:
  • Become more customer centric
  • Align themselves perfectly with customers in their decision process
  • Help more customers say 'yes' more often
  • Eliminate decision resistance by changing the customer buying experience
  • Create faster more productive partnerships with more decision influencers
  • Differentiate themselves, their company and their solution
  • Reach a higher level of sales optimization from account entry to account management. And beyond!
According to research:
Customers want salespeople to:
  • Be personally accountable for desired results
  • Understand their unique needs
  • Be a customer advocate
  • Design or recommend the right solution for them
  • Be easily accessible if problems occur
  • Be creative when responding to changing needs