Interactive Sales

The Interactive Sales Program prepares sales professionals to differentiate themselves from competitors by executing an Interactive process helping their customers achieve their goals rather than pushing products or services. A client who believes that you are helping them attain their goals will see you as a consultant or a trusted advisor, and not as a vendor. Account Executives that sell based on helping their clients achieve success will always have a huge competitive advantage. Participants learn a structured four-step methodology based on asking the right questions and drilling down to understanding the prospect’s objectives, issues and priorities in the process of delivering the right solution.

To aide sales reps in developing the proper foundations for each sale, they are trained to execute an Interactive framework, The EDGE Framework:

This Interactive Sales approach is the fundamental building block that the best sales organizations use to train their teams.

The EDGE Framework also introduces a style of questioning: ZONE Selling. This allows reps to use a professional interview technique to establisha "buying" environment through the use of questions and questioning techniques. This involves the client by having them participate in the decision and understand the impact your offering has on their business and success. The process prevents your reps from pitching, and helps move the prospect to commitment by using questions to highlight value and gain agreement. Value is defined in specific terms and to establish questions that have delivered success, and allow for a follow through process that is focused on communicating value not product. This is based on and reinforced by creating a plan and the use of the playbook through progressive application.

The EDGE Framework also introduces step-by-step means of working with prospects/clients throughout the Client Life Cycle. ZONE Based Selling delivers a methodology for generating and managing leads, to growing existing relationships by introducing new products and to new buyers within existing clients. The framework allows for the development of an evolving action plan, a playbook that grows with the reps and the organization.

Salespeople will also learn to:

• Effectively execute the Discovery stage of their sale
• Develop strategies for advancing deals through the sales cycle
• Develop strategies for penetrating accounts
• How to develop a plan BEFORE each customer meeting
• Develop effective sales skills that can be applied to their actual sales environment
• Acquire the proper information in order to present the proper products/services
• Ask the ‘right’ questions
• What prospects/clients are thinking about during the sales meeting
• The importance of defining value with the prospect
• Selling solutions…versus presenting features!
• Effectively complete the sale

Applications of the Interactive Selling program include:

• New business development
• Improving interviewing skills
• Improving presentation skills
• Incorporating closing techniques

Contact us for more information on becoming increase sales consistently through a truly consultative process.

The Interactive Sales Program includes Renbor's FOLLOW-THROUGH ACTION PLAN

Execution - The Last Word In Sales!

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