R3 transAction
Targeted Audience:
Sales and support professionals and managers who are responsible for business development and account management primarily by telephone or within a retail store environment.
The Learning Process:
The R3 transACTION workshop can be presented in a single one-and-a-half day session or in two modules. The 40-day Follow-Through program helps sales representatives apply and “own” what they learned by focusing on a single skill each day.
The program also provides managers with a guide for coaching during the Follow-Through process to ensure a maximum return on the investment.
- Module One: Diagnosis (5 hours)
- Module Two: Prescription (5 hours)
- Follow Through with Coaching (40 days)
- Profitable Action (Forever)
R3 transACTION® is a sales approach designed to ensure the financial success of a call center or retail business while strengthening customer satisfaction and long-term customer relationships. Participants learn to develop more profitable transactions while serving as much more than order processors.
Performance Objectives:
In R3 transACTION a sales representative will learn the skills necessary to:
- Open each sales interaction in a way that establishes a positive tone and productive direction for the customer interaction
- Take charge of the customer interaction and guide the sales dialogue
- Identify relevant and significant customer needs
- Thoroughly qualify the sales opportunity
- Quickly disqualify—and disengage from—“opportunities” that have little potential or probability for success
- Make recommendations that increase both the potential and the probability of a sale
- Differentiate the solution based on value rather than on price or giveaways
- Effectively manage customer resistance
- Gain customer commitment, as appropriate, and close each customer interaction with a mutual plan for future action