Professional Selling Skills™  (PSS)

Integrated components ensure your salespeople and their managers continually learn and apply critical skills that grow your business - and your profits.

You and your salespeople have clear-cut priorities: expand account relationships, unseat competitors, develop new markets, close more sales faster.

Components support entire sales organization

The PSS™  System provides an effective, flexible and systematic approach to learning, applying, evaluating and continuously improving the skills that result in strong customer relationships.

Building on the selling skills and strategies that have benefited more than three million sales professionals around the world, the system has components that work together to improve sales performance and help you compete effectively in the marketplace.  The components are designed to provide you with a variety of training delivery options, and to address all the elements required for training to produce a return on your sales development investment

The PSS System™  offers:

• your salespeople the reinforcement and support critical to increasing skill use and on the job effectiveness

• your organization a reliable method for evaluating and continuously improving your training efforts

With the PSS System™ , your salespeople will succeed by helping your customers succeed.  They'll acquire the skills and competencies that will set them - and your organization - apart from the competition.

The Benefits of Using the Professional Selling Skills System™ 

Your salespeople will:

• gain the skills critical to developing solid business relationships while improving sales performance

• increase their long-term effectiveness by becoming knowledgeable business consultants

• acquire critical skills efficiently through flexible training options

• gain a reliable method for continually evaluating and improving skill development

Your customer will profit from:

• lasting relationships with salespeople who understand their business reality

• products that address their specific organizational and personal needs

• buying decisions based on fact, not on high-pressure sales tactics

Your sales manager will:

• support their salespeople's skill use on the job

• motivate their sales team to strive for increasingly high levels of performance

• create developmental plans that enhance their sales team's long-term productivity

Your organization will experience:

• increased success in winning new business and building customer loyalty

• decreased costs by helping salespeople better judge account potential and use time more efficiently

• a common language for your sales team, resulting in improved communication and teamwork

• reduced turnover by providing salespeople with direction, support and flexible professional development

Program Highlights & Outcomes

Core

Available in a 3-Day Classroom version the content is the foundation upon which the PSS System™  is built.  Salespeople develop the face-to-face selling skills needed to promote an open exchange of information and reach mutually beneficial sales agreements.  They learn to:

• Set a positive and productive tone for the sales call.

• Use their time and their customers' time more effectively.

• Promote an open exchange of information.

• Ask the kind of questions that lead to a clear, complete and mutual understanding of the customers' needs.

• Describe their products and their organization in ways that are meaningful and compelling to the customer.

• Recognize and develop strategies for responding to customer indifference and concerns that could jeopardize the sale.

• End sales calls with appropriate and clear commitments.

• Develop a common selling vocabulary.

• Be a consultative problem-solver in face-to-face situations.

• Develop clear, complete and mutual understanding of customer needs.

• Recommend products and services that directly address customer needs and business issues.

• Handle concerns that can block or stall a sale.

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