Bob Beck International - Quid Pro Quo Selling Workshop

Course Description

Have you ever known anyone who was consistently successful that did not have a disciplined routine they followed everyday? 98% of all sales veterans do not have a process, approach, or a consistent sales routine. The other fact you may not be aware of is that 94% of all sales professionals have had less than 5 days of formalized sales training! So far, there are no Bachelor of Science programs for selling either. Just like your accountants, technical staff, and other professionals, your sales team needs the necessary tools to consistently succeed and achieve the results you are looking for.

The Quid Pro Quo SellingTM class is a 2 day course that will give your team the training they need. Unlike so many other sales training courses that offer mostly theory, the Quid Pro Quo SellingTM class offers a practical approach to your team members who are on the front line everyday. They will be able to walk out of the class and immediately start using their newfound knowledge and will possess tools that arm them to generate the results your organization needs. They will also have a confidence they probably did not previously possess because they will have a process they understand that is geared towards the everyday selling issues they face. The Quid Pro Quo SellingTM class is broken into five different parts, each utilizing facts, principles, techniques, and exercises that address many of the issues uncovered from our pre-engagement surveys with your team.

Change

Part 1 sets the foundation for learning a new sales approach that will insure improved results. The world we live in has changed. How business is done has changed. It only makes sense that we explore what might need to change in our sales approach. It opens the participants’ minds to selling from an entirely different perspective. Quid Pro Quo Selling TM will inspire confidence and offer your team an approach they can apply to every sales situation they encounter. Armed with this new knowledge your team’s efforts will result in sales success stories.

Controlling the Sales Cycle

Too many times sales people allow themselves to be put in a subservient position with decision makers. The buyer dictates every aspect of the sales cycle and then tells the sales person at the end if they won or lost! In this section participants learn the 4 phases of applying Quid Pro Quo and how to establish relationships on mutual respect. There are many case studies and exercises to help the team understand how to be professionally assertive and be more in control of their sales pursuits. Selling is about relationships. Good relationships have a “two way street” aspect to them. Many sales professionals do not know how to create this type of relationship with prospects during a competitive sales cycle. There is no reason to sell scared, even in a tight market, if you understand the Quid Pro Quo sales approach.