Everything in business depends on effective selling. Increased competition and high customer expectations make it challenging to secure new business and retain existing customers.
PRO-PAYBACK Selling® - Fundamentals is a practical and powerful program which aids in structuring the sales approach, meeting sales objectives and winning more business. Specifically, the course is designed to achieve the following:
- Educate the salesperson on the entire sales call including preparation for it and following it up using the PRO-PAYBACK® sales philosophy.
- Provide the salesperson with the right skills, behaviors and solutions to win, grow and retain clients.
- Create a clear Personal Action Plan that allows the opportunity to practice the newly learnt skills, behaviors and solutions back in the workplace.
PRO-PAYBACK Selling® harnesses the talent and accelerates the results generated by new salespeople and those who have not received formal sales training.
Quest Curriculum
- 13 Levels
- Coaching By CCM Consultancy
- Community Support
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Level 01 Introduction
Everything in business depends on effective selling. Increased competition and high customer expectations make it challenging to secure new business and retain existing customers. Therefore, following an effective sales methodoloy which aids in structuring our sales approach is crucial.
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Level 02 PRO-PAYBACK Selling®
Every individual in the organization has a role to fill in the sales process for it to work. Whether you have a sales role or a supporting one, both are important, not only in understanding the process but also in consistently following the structure.
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Level 03 'P' Planning & Preparation
All too often, sales professionals hop on the phone or show up to a meeting without proper preparation – and the client knows it. Proper planning and preparation are more than just simply part of your selling process – they are also a way of showing interest and respect to your client.
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Level 04 'R' Research
To be successful, sales professionals must resolve two competing forces: the need to shorten sales cycles, and the need to build a personal, quality relationship with prospects. That is where research enters the picture and makes a pivotal difference.
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Level 05 'O' Objectives
Setting objectives allows us to make sense of what we do. Objectives provide structure and clarity of expectation for your customers. The key challenge is to make that clear link between our objectives and our customer's.
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Level 06 'P' Purpose
Having meetings with clients, just for the sake of having them, is never productive. In fact, it can do more harm than good in some cases. Busy people have limited time, and a botched attempt at sales can hinder you, as the client might lose interest and not give you a second chance.
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Level 07 'A' Attention
One of the biggest challenges in sales is “breaking through the noise” to capture someone’s attention. As the saying goes, “If you only have a hammer, you tend to see every problem as a nail.”
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Level 08 'Y' You Investigate
The simple truth is – if you spend more time listening to your client than you do talking, you will understand them better.
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Level 09 'B' Benefits
In B2B selling, prospects are looking for solutions that would improve their business’s performance. They are not looking for the product with the most features, they’re looking for a solution that would benefit them most.
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Level 10 'A' Answer Objections
In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills when, in fact, it should be the exact opposite.
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Level 11 'C' Commit
Gaining commitment is an important element of selling. It consists of closing (checking in) at each step and making conclusions about where your customer is in the sales process. This should be thought of as a natural conclusion to a well-orchestrated sales call.
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Level 12 'K' Keep Developing
In a world of fierce competition, the ultimate difference between businesses that succeed and those that don’t is customer retention. The problem is that many companies drive customers away with poor customer retention initiatives or even a complete lack of a customer retention strategy.
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Level 13 Take Action
It is important that you take what you learned and apply it to your work. That's where you see results! We have prepared a Personal Development Action Plan for you to help you get started.