Professional Selling Skills® provides an effective and flexible approach to learning, applying, evaluating, and continuously improving the skills that result in strong customer relationships.

Building on the selling skills and strategies that have benefited more than 3 million sales professionals around the world, the program has components that work together to improve sales performance and help you compete effectively in the marketplace. The components are designed to provide you with a variety of training delivery options and to address all the elements required for training to produce a return on your sales development investment.

Salespeople develop the face-to-face selling skills needed to promote an open exchange of information and reach mutually beneficial sales agreements. 

In the Opening section, participants will learn how to effectively open calls in a positive and productive way. This section also helps participants to:

• Learn how a strategic call objective guides interactions.
• Examine how—and why it’s important—to reach agreement with the customer on what will be covered or accomplished during the call.
• Explore how opening a call with an existing customer differs from opening a call with a new customer.

In the Probing section, participants will learn how to use effective questions to gather information and build a clear, complete, mutual understanding of a customer’s needs. This section also helps participants to:

• Explore how—and why it’s important—to uncover the circumstances driving the customer’s need, as well as the need behind the need.
• Learn to guide the direction of a sales call by striking an appropriate balance between open and closed probes.
• Learn to probe in a way that facilitates an open exchange of information.

In the Supporting section, participants will examine how to provide information that helps the customer make an informed buying decision. This section also helps participants to:

• Explore the best time—and the most powerful and persuasive way—to talk about their offering and organization.
• Learn to demonstrate how each feature will benefit the customer.
• Learn the importance of acknowledging each need before introducing product/service benefits.
• Explore the consequences of supporting a customer’s need prematurely.

In the Closing section, participants learn to recognize when a customer is prepared to move ahead in the sales cycle. This section also helps participants to:

• Practice a three-step process for securing customer commitment to next steps in the sales cycle.
• Explore the difference between closing the sale and continuing the sales process.
• Learn the best way to terminate a relationship that’s not mutually beneficial.

In the Connective Skills section, participants will learn how conversational skills can demonstrate listening and keep a sales call mutual throughout. This section also helps participants to:

• Use positioning skills to ask potentially sensitive questions.
• Continue checking in with the customer as information is presented.
• Improve sales call outcomes through repeated use of acknowledging.