Program Description
Our SkillsPlus Advanced Selling Skills Program has served as the sales training cornerstone for many of Canada’s major investment firms.
SkillsPlus® training gives salespeople the ability to rapidly advance their sales effectiveness through the use of Q4 sales skills and strategies. It’s a powerful, skill-building program focusing on a research-based skill-set -- probing, listening, satisfying needs with benefit statements, managing objections in a Q4 collaborative way, and building customer commitment based on trust and value.
The Plus in SkillsPlus® is Job-Related Summary Feedback, an exercise that offers each participant insight into how their sales behaviour ‘style’ or ‘approach’ is seen by their team mates and by inference, their customers. This insight imbues graduates with strong intrinsic motivation to build Q4 selling skills and produces a long-lasting training impact.
SkillsPlus® teaches a behaviour-based methodology for selling to all types of customers -- the combative know-it-all, the silent type, the motor-mouth, as well as the value-seeking collaborator. Program participants practice Q4 sales strategies with all types of customer behaviour using real-life case studies based on participants' own customer situations.
A key measure of the program's success is graduate confidence and competence in using Q4 sales strategies. These outcomes are readily identifiable to Sales Managers familiar with Q4 behaviour and strategies. Leadership Through People Skills® graduates have an opportunity to engage SkillsPlus® graduates in Q4-Q4 interaction because both programs teach the 5-Step Format and other skills.
Learning Outcomes
SkillsPlus graduates are better able to
- develop behaviour-based, Q4 customer-focused sales strategies
- understand and use the Dimensional Model of Customer Behaviour to
- 'decode' intangible customer needs, and
- deliver tailored benefits that satisfy personal and business needs
- be adaptable and flexible in dealing with all types of customer behaviour
- use a structured approach to sales meetings – 5-Steps to Customer Commitment
- recognize effective and ineffective sales behaviours
- act on their team’s recommendations on how to build greater sales effectiveness.
Learning Process
SkillsPlus follows the best in adult learning principles and provides
- a proven learning process of accelerated skill development video-based practice based on participant real-life case studies
- advice, guidance and feedback from experienced sales training facilitators
- small team learning with limited class size (max 12, ideal 8)
- comprehensive learning materials and job aids, and
- in-depth feedback on behavioural assets and obstacles.
Who Should Attend
SkillsPlus is designed for
- salespeople who must develop better skills to improve their performance
- sales teams who need to become more collaborative and effective
- sales managers who want to develop their understanding of consultative selling
- consultants seeking stronger client relationships, and
- service professionals who must effectively collaborate with customers.
Duration
3 or 4 days. To discuss your training needs, please contact us.
“The seminar identified key areas that I need to focus in on to increase my sales skills. It also provided me with a process that will allow me to be successful by building on my strengths and improving on my weaknesses.”
Investment Executive, Major Canadian Bank
