“For 18 years, I have used Al Patey to fundamentally change the way our organization thinks about the role of selling. Prospects today need to become more acutely aware of the cost and implications of the problems and challenges they are living with and how your solution can uniquely address them.
This is what the Principles of Sales Mastery teaches through practice, feedback, and repetition. The methodology is observable, coachable, and sustainable and dramatically improves the effectiveness of the sales force. When selling matters, Sales Mastery is the program.”
David Levesque - Former Director of Training, Philips Healthcare
Former VP Market Development, SonoSite Inc.
Sales Mastery is a comprehensive, three day training program that teaches the latest skills in consultative selling. It is designed to increase sales effectiveness, sales efficiency and to give your salespeople a customized sales process. Sales Mastery is a proven program for changing selling behaviors and getting quantifiable results. It will give your salespeople a competitive edge.
The primary focus of Sales Mastery is how to conduct a proper and thorough needs assessment to fully understand the prospect’s business problems. This is achieved by asking progressive questions to uncover the true meaning behind prospect need statements. Salespeople are then taught how to customize their presentations as a solution to the prospect’s problems. They learn how to customize benefit statements and quantify outcomes based on information gathered in needs assessment. This creates a value proposition.
PRINCIPLES OF SALES MASTERY
SIX MODULES IN SALES MASTERY
1. Understanding Social Styles
2. Listening Beyond Hearing
3. Assessing Needs
4. Presenting Solutions
5. Getting Commitment
6. Resolving Objections
Understanding Social Styles
Learn how to accommodate the preferences of different social styles to enhance communication and build rapport. Understand how your style can work for you in certain situations and against you in others.
Learning Listening Skills
Learn high level listening skills to fully understand the prospects agenda by focusing on their issues not your product. Learn how to monitor climates of acceptance regardless of the message. Identify your barriers to listening and become a highly skilled listener. This is the number one skill in consultative selling.
Conducting Needs Assessment
Participants will learn how to conduct a thorough needs assessment to fully understand the prospect’s business problems. This is achieved by asking progressive problem and implication questions to uncover the true meaning behind need statements.
Dollarizing the Prospect’s Problems
Learn how to dollarize the prospects problems with implication and cost questions. This information can be used in presentations to the economic buyer.
Using Piggyback Questions
Learn piggyback questioning skills, the art of recognizing key words that allude to problems. Participants are taught how to piggyback on these golden words to better understand the true meaning of problems statements.
Questioning Economic Buyer
Learn specific questions to ask the economic buyer in “needs assessment” meetings.
Learn how to create and use “pillars of strength” that differentiate you from the competition. Pillars can also be used as an elevator pitch when asked what makes you different from the competition.
Using Crowbar Questions
Learn how to create and use crowbar questions that position your pillars and your unique features as prospect needs. This will get you valuable information that can be used in your presentation.
Learn how to customize your presentation as a solution to the prospect’s problems. Learn how to customize benefit statements and quantify outcomes based on information gathered in needs assessment. This is much more effective than generic presentations.
Getting Incremental Commitment
Learn how to get incremental commitment throughout the sales process to move the sale forward.
Recognizing Loaded Questions
Learn how to recognize and resolve the hidden agenda behind loaded questions and objections.