R3 Sales Excellence
Targeted Audience:
Sales professionals, consultants, and managers responsible for business development, account management, and development of long-term customer relationships.
The Learning Process:
- R3 Sales Excellence Workshop: Two-and-one-half days – 12 to 20 participants
- R3 Sales Excellence 12-week Follow Through
- R3 Sales Excellence Mastery Workshop: One day – 12 to 20 participants
R3 Sales Excellence is the most highly validated communication program in the industry and is based on contemporary and comprehensive research involving more than 500,000 sales professionals in over 80 countries. The Consultative Approach® to Business-with-Business® selling—a proven approach for understanding and influencing the decision process at multiple levels in the most complex client organizations.
Performance Objectives:
Upon successful completion of the R3 Sales Excellence workshop, a sales professional should be able to:
- Prepare for each client meeting by establishing a valuable and measurable objective and strategy for achieving the objective
- Open the meeting in a way that establishes a positive and productive tone and direction
- Guide and focus the sales dialogue in a way that strengthens the relationship and implements the meeting strategy
- Utilize the Consultative Approach to develop insight into client goals and problems and then identify relevant and significant client needs
- Thoroughly qualify each sales opportunity
- Recommend approaches that influence perceptions and advance the decision process
- Present solutions that clearly solve problems, meet needs, and help the client achieve goals
- Effectively manage customer skepticism, misperceptions, and concerns
- Gain client commitment and complete the sale
- Close each meeting with a mutual plan for future action
“Our entire team has a heightened sense of the value of developing and improving relationships with our customers. We are now better prepared, more attuned to and understanding of the customers’ needs, and more confident in building customer business.”