Sam Black Consulting offers extensive Needs Based Selling Training programs for sales personnel in high-ticket, relationship selling environments. The sales training employs nationally recognized and proven sales concepts as a platform for building expert skills in Needs Based Selling. The focus of these sales training programs is to teach sales staff better probing techniques to uncover their prospects’ specific needs before features and benefits of the product or service are discussed. In addition, sales reps learn to define key characteristics of the different decision makers in a relationship selling situation and use the correct Needs Based Selling probes based on a decision maker’s profile. Finally, sales reps are trained on handling objections in sales professionally and effectively, and closing sales techniques that teach assertive, call-to-action approaches.
Research has shown that the old style of presentation selling is not as effective as the Interviewing Style. Even in presenting the concepts of handling objections in sales or closing sales techniques, the participant is trained to use a probing style that gets the prospect or customer talking more!
Sam Black Consulting designs Sales Training workshops that are specifically tailored to the client’s sales environment; with class discussion and examples, group exercises, and individual practice scenarios reflecting the real life experiences of the client’s sales force. Every participant practices drills on creating appropriate probes, handling objections in sales and closing sales techniques that work specifically for their unique selling situations. Class size is typically small to allow everyone to complete their drills, or client sales staff is trained to be co-facilitators so that breakout groups are no larger than 3-4 participants.
Sam Black Consulting takes a global approach to incorporate Needs Based Selling into an organization’s sales culture. We help companies integrate the concepts into marketing copy for collateral materials, teleprospecting calls to set appointments, face-to-face presentations, boardroom presentations, and fulfillment letter text for any follow-up information sent to prospects.
