Courses

Overview

Effective selling and communication is based on three components. The ability to initiate a conversation, engage at a higher level of discussion and continue a relevant exchange of thoughts and ideas to impact decisions.

Regardless of a customer’s receptivity or demeanor, opportunities can be missed to move relationships into a new and expanded direction.

BSI provides proven skills and pathways that give clarity to behaviors that change a prospective or existing customer's product or service selection process. This approach has been called "earth shattering" by even the most tenured professionals because it enables them to:

  • gain the skills and understanding to be completely prepared for each customer interaction
  • minimize ineffective responses and random results
  • accurately anticipate the customer’s behavior and reaction
  • know what to say and do on most calls to increase results

Training Outcomes

BSI's training components will teach participants how to make impact and be better at selling. The innovative and unique sales and communication skills presented in our curriculum help participants to:

  • ask (more) relevant questions
  • start and maintain dialogue
  • gain undivided attention
  • get the answers needed to drive the business forward
  • improve target opening
  • minimize sales professional’s word count and increase customer responses
  • conduct better two way discussion around goals and objectives
  • establish critical thought with the customers to re-asses their current product selections
  • deliver clear and concise message and branding connecting to the customers desired outcomes
  • minimize and remove resistance
  • gain confidence and commitment on most calls
  • alleviate reluctance and instill confidence throughout the call
  • bring a greater presence and impact
  • manage and control the conversation
  • know what to say and do on most calls

Most requested topics

Gaining Attention and Impact

A growing number of participants can struggle at the start of the call. Indecisiveness, lack of preparation and vision diminish a call's effectiveness (right from the very beginning.) At the beginning of the call, several critical elements hang in the balance: control, confidence, presence and perceived value.

Using the skills and approach presented in this module, participants will know how to effectively open the call, differentiate themselves and capture undivided attention and interest. This content will shed a better understanding of the sales professional’s purpose by creating greater awareness, value and direction. Knowing how to improve their approach/opening comments will enable the sales professional to resonate and connect with the customer to align as a partner and resource.

Changing the perspective and attitude of the customer is essential for growth. This session provides the skills to transition effectively when the customer approaches the sales professional with their most common openers.

Participants will be introduced to:

  • skills to open the call
  • transitions to set the stage for full engagement and information sharing
  • pathways for discussion to gain attention
  • ways to improve touch points
  • skills to initiate dialogue

Advancing Interaction and Dialogue

Intellectual access and creating complex “out of the box” thinking are critical elements for getting a customer to reconsider their recommendations and product selection. Compromising the sales professional’s ability to make this happen more often is their aptitude when it comes to conducting a better conversation.

Introducing the concept of Recital vs. Dialogue questions, this session assists participants in discovering that most of their questions generate recital answers. A recital answer is a response from the customer that requires little to no thought. It is a question that gets them to simply give information already known.

For the most part, there is no thought involved, keeping established mindsets the same, resulting in limited opportunity to move the relationship into a new and expanded direction.

Advanced Interaction and Dialogue skills are essential to put the customer at ease and get them talking to discover new information. The advanced skills presented in this session will elevate the sales professional’s ability to ask the right questions at the right time. Introducing “Bridge” questions and two newly re-formatted questioning skills called Dialogue and Multi-layered, participants will be able to effectively initiate interaction by capturing the thoughts and concerns of the customer.

Applying these skills enables participants to be more successful at:

  • uncovering needs
  • increasing access to difficult to see customers
  • creating meaningful discussion
  • prompting the change of the customer’s thought process by raising the level of conversation

Carrying a Conversation with Customers

This session provides a pathway on how to listen effectively and carry a conversation. The pathway for discussion will provide a framework to enable participants to have the knowledge of what to do next and gain the customer’s interest.

This skill enables participants to:

  • increase their fluency
  • improve their communication skills
  • manage and continue both difficult and receptive responses

Accelerating Decisions

Introducing a series of advanced closing techniques called Reciprocal Consideration, and Futuring, participants learn how to shorten the sales cycle and gain commitment on most contacts.

Field proven to increase a sales professional’s ability to close; the concepts presented in our newly revised program provide achieve a closing ratio as high as 80%.

This program provides a road map on how to: move a non user to an advocate; understand where the customer is on the adoption continuum and gain realistic commitments that avoid false acceptances.

Presenting an assertive approach to the marketplace, participants will know how to close: on their “friends”, when opportunities are limited, when time is short, and manage the customers who can’t make a decision.