Authentic Selling Training


Authentic Selling with EDVANCE

 
Sales Capability Development Program

Authentic Selling ImageAuthentic Selling with EDVANCE’ is an experiential B2B sales development program for sales professionals conducted over eight months.

The program focuses on developing the capability to be more customer centric and less product centric - to create value with your customer – to assist the customer to buy rather than pushing product. Such behaviour can lead to substantial and sustainable increase in sales.

It builds on the relationships that traditional salespeople have. It helps them to develop their peer to peer conversation skills in order to have more effective engagement with their customer executives. It will help them leverage their domain expertise, their insight and their product knowledge in order to better develop peer relationships with decision makers and challenge the status quo thus becoming a true partner to their customers. This is an ideal program for any product selling or solutions selling environment. 
 

Content:
 

Two Part Program

Authentic Selling with EDVANCE is a 2 part sales skills and capability development program for individuals conducted over 8 months. 
 

1. Training Program - Ten Sessions/Eight Months

This training program is designed to lift the individual's sales capabilities and to enhance familiarity with, and the use of, sales process and methods. It is conducted in ten two hour sessions over 6 to 8 months.

Training schedules are available for attendance at public courses for interested individuals. 

Authentic Selling is even more valuable when specifically adapted for your organisation so taking the concepts back to your organisation is likely to enhance your standing.

Afro american woman presenting2 700x350

2. Reinforcement Program - Eight Modules

The issue with traditional training is that attendees forget most of what they learn unless it is practised and reinforced on the job so that the application of skills becomes habitual.

The EDVANCE reinforcement program is a fully documented program that the participant works through between training sessions. It is designed to ensure salespeople are challenged to put what they have learnt into practice so that it becomes habitual.

It is suggested that a manager or coach be seconded to mentor the the participant through each reinforcement module.

Forum 1000x400


Interested? Talk to us before you commit to be sure it's for you. Click 'Contact Us' below.

CONTACT US

SCHEDULE OF COURSES

READY TO CUMMIT? SUBSCRIBE HERE

PROGRAM OBJECTIVES

 

Participants will develop skills and reinforce capability through experience in order to:

  1. Improve sales productivity and success
  2. Generate business with new customers 
  3. Improve retention and revenue growth with existing customers
  4. Consistently generate value by applying good sales process, methods and principles and behaviour
     

Learning Outcomes:

At the conclusion of the sales development program the attendees will:

  • Understand the true meaning of sales - how not to "sell" - how to assist your customers to buy!
  • Understand how to manage the sales process and align with the buying process
  • Be familiar with selling methods and skills required at each stage of the sale
  • Know how to prospect for new opportunities via multiple mediums
  • Know how to research and discover to achieve insight in order to create value
  • Understand how to develop and present a winning customer focussed value proposition
  • Learn how to authenticate and validate the proposal
  • Learn how to identify the decision-making role and influence of the individual buyers
  • Learn how to adapt to various buyer behaviours.
  • Understand how decisions are made and how to assist the customer make a decision
  • Know how to negotiate, handle objections and close effectively
  • Develop these learnings into  habitual practices via a controlled reinforcement program

CONTACT US

SCHEDULE OF COURSES

READY TO CUMMIT? SUBSCRIBE HERE

PART 1: TRAINING PROGRAM

 

MODULES:
 

AUTHENTIC SELLING FOUNDATION

  • Sales – What is it? History? What have we learnt?
  • Values, ethics and traits for success
  • Self-Analysis
  • Behaviour Styles
  • Selling Process and Buying Process
  • Call planning

PSYCHOLOGY OF WINNING

  • Five Success Ingredients
  • The Buyer Powerbase
  • Stakeholder Archetype Reference Guide
  • Understanding Buyer Behaviour
  • Behavioural Model
  • Behaviour Selling Guide
 

ENGAGE:

(Prospecting, generating sales opportunities)

  • Prospecting generating sales opportunities
  • Planning
  • Identifying triggers
  • Customer focussed mindset
  • Social Selling basics
  • First Impressions – body language

DISCOVER - Current State

(Uncovering customer needs,  wants, challenges, problems)Gap model Horizontal

  • Researching, interviewing, assessing, qualifying
  • How to conduct a discovery conversation
  • Problem/Solution development - Gap Analysis
  • Sales Call planning and management

DISCOVER & DISRUPT - Desired State

(Developing the customer solution)

  • How to take the customer on a thinking journey
  • The power of storytelling
  • Moving mindset from product features and benefits to customer value

VALUE:

(Helping the customer expose Value)

  • Conducting the Value conversation
  • Features, Benefits versus Value
  • Feedback questions
  • Handling questions
  • Preparing a winning proposal

AUTHENTICATE:

(Validating your sales claims)

  • What to validate
  • Building trust
  • Leveraging references
  • Demonstrating value
  • Price, cost and value
  • How to validate

NEGOTIATE:

(Problems and Objections)

  • Types of objections
  • Planning negotiation
  • Understanding the underlying concerns
  • How to respond

COMMIT:

(Closing the order - gaining commitment)

  • Timing
  • Planning the close
  • Closing ethics
  • Closing techniques

SALES PRODUCTIVITY

(Planning and managing your sales territory)

  • Prioritising activity
  • Time planning and time management
  • Managing your sales pipeline
     

CONTACT US

SCHEDULE OF COURSES

READY TO CUMMIT? SUBSCRIBE HERE

PART 2: REINFORCEMENT PROGRAM

 

Eight reinforcement sessions will be conducted with the participants. 

Each session will reinforce what was learnt in the training program. 

The reinforcement program will require the salesperson to: 

  1.    Refresh on the skills by reading materials, view videos, listen to audios, 
  2.    To practice in the field what he/she learnt in training, 
  3.    To document their experience and to share it with their mentor and/or the group prior to the next training session.
     

Session One:        Success Preparation

Session Two:        Engage

Session Three:    Discovery - Gaining insight

Session Four:        Value Proposition

Session Five:        Authentication - validating your claims

Session Six:        Negotiating Agreement

Session Seven:    Gaining Commitment

Session Eight:     Celebrating Success

These programs will be run via teleconference facilities.  

All tools used in the training program will be available on-line. 

The students will be encouraged to present them in digital form during the reinforcement program.

CONTACT US

SCHEDULE OF COURSES

READY TO CUMMIT? SUBSCRIBE HERE

PROGRAM CONTENT

Everybody learns via different medium. For that reason this program provides a wide range of learning activities and materials:

  • An easy to read B2B sales novel, 'The Wentworth Prospect', which clearly shows why  and how to sell effectively.
  • A pre and post assessment program to identify learning and capability needsAuthentic Selling Guide Image
  • Ten 2 hour instructed training sessions conducted every 3 weeks on Zoom
  • Regular live webinars conducted for past and present participants
  • A participants guide comprising instruction and learning exercises
  • Case studies used for role plays
  • Eight detailed reinforcement programs that each participant works through with their mentor between each training session. It is designed to assist the participant to consolidate what they have learnt and adapt their sales behaviour 
  • Eight 15 to 20 minute videos that reinforce each module
  • A library or 300 short subject specific videos that reinforce the content
  • Many sales tools including a Call Plan, Discovery gap analysis, Discovery question guideArchitype cards fanned small
  •  Archetype Cards: Salespeople must gain an understanding of the Powerbase in the prospective customer's organisation in order to engage effectively, to assist them progress through their buying journey and to gain consensus. The Archetype Cards will assist with this.

LATEST ARTICLES

Your B2B Sales Library

Need resources to help you sell or manage more effectively?

Ever wished you could find a wide range of B2B sales Resources in one library?

Check out the library here

It's packed with articles, videos, keynote speeches, Tools, templates, training materials, eBooks and eGuides.‚Äč

Subscribe to the Library Here

Advertisement:

European Peer Group Chair Wanted

We have a number of new enquiries from sales leaders based in the UK, Europe and South Africa who are looking to join a peer group.

We need a Chair to facilitate this new on-line group. This is a valuable role that will be rewarded.

If interested read "Is a Forum Role for you?" and if the answer is "yes" please Contact Us

SALES LEADER FORUMS

A Sales Leader Forum provides you with the opportunity to connect with your peers and create a support network of like-minded individuals to learn how they have dealt with the same challenges, issues and problems that you’re facing.

LEARN MORE

FIND B2B SALES CONTENT – TO HELP YOU SUCCEED

1000's of sales articles, videos and sales tools.  Sales leaders and their teams can access most of it free - simply subscribe.

This site brings you some of the latest expert thought leadership content on business to business (B2B) sales from specialists, sales leaders and sales professionals.

ENQUIRE ABOUT MEMBERSHIP

ARCHIVED ARTICLES

CATEGORIES