Sales Call Mastery
Sales Call Mastery (SCM) is the flagship curriculum program from Core 6 that addresses today’s single biggest skill need for B2B sellers: managing customer sales meetings and interactions for maximum value. Sales Call Mastery has been created and iterated from decades of sales management experience into a formalized and proven selling approach that is highly relevant given today’s competitive B2B arena. The fundamental idea behind SCM is to ensure each of your sellers can maximize time and value in front of customers when buyer beliefs about your offering can be influenced and when decisions are often made.
Whether your sales team conducts meetings in-person, through video platforms, or on the phone, these seven fundamental skills are a requisite for performance acceleration by sellers of all levels:
Whether your sales team conducts meetings in-person, through video platforms, or on the phone, these seven fundamental skills are a requisite for performance acceleration by sellers of all levels:
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1. Preparation and agenda-setting: sellers learn essential tactics and research activities requiring attention prior to each customer interaction. Includes intensive focus on the value of creating and using written agendas for every customer interaction to ensure meeting goals are achieved.
2. Value proposition: focuses sellers on the power of selling benefits by gaining command of the company's value proposition. Attention also includes use-case application of the value proposition with an emphasis on sounding human during client conversations. (Often, value proposition work entails creating and strengthening the company's core selling messaging.) 3. Needs Analysis: sellers learn to create strategic and impact questions ahead of the meeting to ensure time is maximized and the interaction is as productive as possible. Participants will acquire confidence and ability to ask the right question at the right time to uncover company and buyer insights that aid in solution creation, proposal presentation, and value framing. |
4. Presentation / communication skills: sellers receive enhanced training on all skills needed for successful communication during meetings including presentation (video and interpersonal), verbal, and listening skills. Also, sellers will learn email best practices and skills to enhance communication effectiveness.
5. Qualifying: sellers will master the ability to quantify, qualify, and appropriately challenge customers through strategic questioning. Participants will develop probing techniques that uncover truths, gaps, and nuances regarding company and individual goals. 6. Objection handling: sellers will develop confidence and courage to best handle objections by learning a proprietary framework guaranteeing empathy and resolution competency. Included is a heavy emphasis on learning how to proactively surface hidden obstacles and buyer bias. 7. Next Step Alignment: sellers will learn how to formally and effectively end client interactions through three steps: establish mutual go-forward responsibilities, re-confirm resolution of issues/objections, repetition of company's value proposition customized for the customer and situation. |