The Single Sales Principle & the DECIDE Sales Process

Transcription

1 The Single Sales Principle & the DECIDE Sales Process The Single Sales Principle (SSP ) - Outline The Single Sales Principle is based on a simple, yet powerful formula. People will buy when a Compelling Need is met by a Credible Solution that offers Perceived Value. Our training helps sales teams understand: How to find out, and help customers understand, their Compelling Needs How to demonstrate their Solution in a way that is Credible and excites the prospect How to overcome objections, demonstrate Value and change the customer s Perception. Award-Winning We are very proud that our flagship sales training programme, The Single Sales Principle, won a Highly Commended Award for Sales Development Programme of the Year at the ISMM s British Excellence in Sales and Marketing Awards (BESMA).

2 Flagship ISMM-Endorsed Online Course SSP is endorsed by the Institute of Sales and Marketing Management (ISMM) and you will receive an ISMM Certificate upon successful completion. The DECIDE Sales Process - Outline The six steps of the DECIDE process are designed to help ensure that the prospect makes the right decision, through understanding the potential benefits to customers, asking enlightening questions, and selling with sizzle. Course Duration This online course can be completed within 12 to 15 hours. The Single Sales Principle & DECIDE Process Overview of the Single Sales Principle and it s use: The psychology of consultative-based selling Questioning and listening skills to draw out Compelling Needs Pitching skills to deliver Credible Solutions Negotiation and closing skills to ensure Perceived Value.

3 DECIDE Part 1 - Define Value Proposition The first part of the sales process occurs prior to meeting the customer. Its purpose is to define your value proposition, specifically for the client you are about to meet/call. Managing your own state Understanding your proposition Linking features and advantages to benefits. DECIDE Part 2 Establish Credibility Engaging with the prospect is vital to gaining their attention and interest. This is achieved by establishing your credibility early on in the sales call. Building rapport Creating confidence Engaging and exciting the client. DECIDE Part 3 Confirm Opportunity To make a recommendation there is certain information that must be obtained from the customer. A Single Principled Salesperson will establish the size of the opportunity ensuring that they maximise their sales time. Questioning skills to extract essential information Listening skills to develop great understanding.

4 DECIDE Part 4 Identify Compelling Needs Needs must be identified prior to presenting the proposition. Single Principled Salespeople also test the importance of the need, identifying whether the need will motivate the buyer into action. Asking open questions Probing through Socratic Questioning techniques Testing buyer motivation. DECIDE Part 5 Demonstrate Proposition The proposition is demonstrated by matching the credible solution to the customer s compelling needs in a dynamic way. Using sizzle selling techniques Focusing on buyer benefits. DECIDE Part 6 Ensure Value Perception The deal is closed when the customer appreciates the perceived value of the proposition. This occurs when the price is in line with the solution match (compelling need/credible solution). If the Single Sales Principle has been achieved this should be simple as the customer is now ready to buy. Negotiation Objection handling Using Value Tools to strengthen value perception.

5 Knowledge Test & Role Play Assessments The Single Sales Principle takes learners through a series multiple choice knowledge tests (with an 80% pass mark) plus a one-on-one role play assessment with a tutor to ensure that they have fully understood the course and feel confident implementing the skills they have learnt. Upon successful completion of the course learners will receive a Certificate. SSP Reaccreditation To ensure that you or your sales team continue to follow the processes that have been taught we can run reaccreditation courses on six and 12 month cycles. This process can be undertaken in-house or online.

6 Course delivery To enable our tutors to provide a tailored approach to your learning experience we request that you provide the following information before undertaking the course; Your role within the organisation you work for Details of your sales cycle The types of objections you encounter Specific skills you need to achieve. Support Guides You will receive the following support through the course; Details to access our online learning platform A comprehensive User Guide Tutor Contact Details The Single Sales Principle and the 8 Myths of Selling ebook Assignment Task Workbook (in Word format) Links to help videos FAQs Introductory welcome/induction video Dates for programme webinars/support. Assignment Tasks There are 31 assignment tasks to complete which you write in a Word document off line and upload to our learning platform for tutor marking and feedback. Tutor Support You receive a total of 5 hours tutoring throughout the courses including; Course Webinars 6 x ½ hour video webinars (after each SSP DECIDE part) to; Consolidate learning of the relative part of SSP Relate material directly to the learners industry/sector Discuss Assignment Tasks Q&A sessions. Further Information To discuss the Single Sales Principle or different areas of training that we deliver, please visit our corporate website at or call a member of the Lammore team. Lammore Consulting Ltd. Windsor House, Cornwall Road, Harrogate, North Yorkshire HG1 2PW United Kingdom