At the beginning of the month, we presented the unique and thorough fundamentals of our sales training. Today, we wrap-up the sales training theme here at VizQuest Ventures. As before, returning readers will view this as a nice review of this month’s content. For the new-comers of our blog: Welcome! If you’d like the full run-down of our training process, I highly encourage you to read our blog posts from March. With that said, let’s talk about how we developed a unique sales methodology using the best elements of SPIN Selling, the Challenger Sales Model, prosody, LEAN and Six-sigma.
SPIN is one of the foundations of our training; it’s an acronym of its 4 main fundamentals: Solution, Problem, Implication and Need-Payoff. SPIN minimizes objections and identifies buyer needs, both implied and/or explicit. It is one of the best ways to increase the productivity of the sales team, leading to more effective communication and quicker sales cycles. If you’d like to go more in-depth, then check out our full blog post on SPIN selling to success.
The Challenger Sales Model has become the de-facto resource for sales professional. It’s a methodology based on of one of the largest studies ever done in sales; a landmark showing that the way you sell has become more important than what you sell. As per the 2011 CEB survey that was the basis of the challenger sales model, the challenger is one of five approaches to selling: Relationship Builders, Hard-Workers, Lone Wolves, Reactive Problem-Solvers and finally, Challengers. For more information on Challengers and the other 4 ways to approach sales, read our blog post about The Challenger Sales Model.
Prosody is the patterns in stress and intonation in a language. Respectfully, intonation is the rise and fall of voice in speaking. At VizQuest, we learned that the way to present your solution is just as important as the solution itself; sounding monotone will easily put your prospect to sleep and cost you a sale. An easy way to avoid sounding monotone is to analyze your dialogue framework as a work of poetry. Sound unusual? Well, read our blog post to understand how poetry boosts prosody and reduces monotone.
Utilizing both Lean and Six-Sigma methodologies can help improve your sales training, especially for new hires. By incorporating both sales methodologies into your training, you’ll develop healthy work habits early on, thus succeeding from the start. As we’ve discussed before, both Lean and Six-Sigma improve sales metrics through eliminating waste, defining and solving problems within your dialogue framework. If you want more information, then check out this blog post that explains how Lean and Six-Sigma create better sales habits.
At VizQuest Ventures, we take pride in our in-depth sales training; we take the extra time to ensure the success of our sales team. Throughout March, we’ve tried to highlight the most important aspects of our sales training. There are some other aspects of our sales training, also listed on our blog, that will help with personal resolve and listening skills. These blog posts focus on the trusted advisor in sales, the ability to read and react to your prospect, and finally, some tips on how to maintain your mental fortitude. We hope you’ve learned something useful from this month’s theme, but be sure to check back in April for our next theme.