Intellective Selling

Course Overview:

Selling today's print products and services usually involving  multiple decision-makers, requires more than the traditional selling skills. In fact, traditional selling skills may work against the sale! Customers expect more from their sales professionals - they have to understand their customer's business, objectives, and needs. They need sales professionals to help solve the problems, rather than simply sell a product or service.

Sales professionals who complete this program acquire and strengthen the skills they need to move from simple to complex selling transactions. They adopt consultative roles, developing an in-depth understanding of their clients' business issues and needs through the use of strategic questioning skills. Instead of presenting features as responses to objections, they will present benefits as solutions

Target Audience

  • Sales Professionals

Course Length

  • 2 1/2 Days

Course Outcomes

Your sales professionals will win more sales with higher-value sales and develop stronger client relationships. This will lead to more repeat sales and higher sales team productivity. More.specifically, this course enables them to:

  • Learn to use different approaches to simple and complex selling opportunities
  • Manage effectively each of the stages of the Intellective selling process
  • Use an effective questioning model to improve their success rates
  • Develop specific questions to use with individual products/services to identify customer needs
  • Develop more sophisticated approaches to differentiating their product/service from the competition, including helping their customers to see the product benefits that create their competitive advantage
  • Develop presentations that help customers feel good about making decisions
  • Identify and perform key activities that leverage their success and build consistency

Course Activities

In this program, participants actually experience and apply the concepts and practices of three-phase consultative selling to their own job situations. These activities include:

  • Five case study segments with group and full class discussions
  • Individual and team exercises on:
    • Creating the ideal customer
    • Developing a client profile
    • Scripting initial contacts
    • Identifying customer needs
    • Developing need-pain-payoff questions
    • Linking features and benefits to customer needs
    • Anticipating resistance
    • Leveraging success
  • A self-assessment instrument on marketplace change
  • A simulated presentation exercise
  • Lecture, discussions, and role-plays where participants use their own products
  • Focused customer feedback via Intellective Solutions Sales Practices Survey for identifying specific on-the-job practice strengths and improvement opportunities