R3 Sales
Elevate your customer relationships from a vendor-level to a value-creating partner through the application of a strategic and powerful communication model.
Targeted Audience:
R3 Sales is intended for sales representatives whose job responsibilities require them to conduct sales calls both face-to-face and by telephone.
The Learning Process:
- R3 Sales Workshop: Two days – 12 to 20 participants
- R3 Sales 12-week Follow Through
- R3 Sales Excellence Mastery Workshop: One day – 12 to 20 participants
R3 Sales® is a structured, consultative approach to Business-with-Business® selling that is designed to enable and inspire participants to achieve strong RELATIONSHIPS, optimal RESULTS, and profitable REVENUE by continually elevating their level of performance.
Performance Objectives:
Upon successful completion of R3 Sales, a sales professional should be able to:
- Prepare for sales calls by establishing concrete, measurable objectives and strategies
- Open the call in a way that establishes a positive and productive tone and direction
- Establish, maintain, and focus the sales dialogue
- Develop insight into client goals and problems and then identify relevant and significant client needs
- Thoroughly and fully 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
- Close each call with a mutual plan for future action
- Close sales by connecting the benefits of the solutions to identified customer needs
“The R3 Sales approach has heightened the value of developing and bettering relationships with our customers. We are now more prepared to sustain customer loyalty during the economic downturn.”
- Sales Director
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