| |
| The
Discovery/Fulfillment® Selling Philosophy and
Method |
All
programs trained and designed are based on The Discovery/Fulfillment®
selling methodology. This selling system is based
on a premise that all sales professionals must be
disciplined at four levels. |
| |
Territory
(Book of Business) Management Discipline |
The ability to develop and
effectively execute a territory or book of business
plan |
Effective prospecting,
cold calling, networking, and lead generation skills |
|
| Opportunity
Management Discipline |
|
The ability to execute an
effective strategy to pursue new accounts, manage
the complex dynamics (i.e. layered decision-making
structures, sophisticated buying processes, unique
buying timetables, etc.), make the initial sale, establish
centers of support, grow and maintain the account,
and defend the account against a variety of external
and competitive forces |
| |
|
Presentation Discipline |
|
Ability to manage
all levels of selling interaction |
|
Initial and
subsequent face-to-face and phone meetings |
|
Asking the best,
most effective selling questions (Discovery
Work) |
|
Sequencing and
phrasing questions for best results |
|
Skillfully presenting
the value proposition (Fulfillment work) |
|
Phone interactions,
outbound or inbound |
|
Formal presentations
to individuals or buying committees |
|
Demonstrations,
tours, and trade show interactions |
|
Customer service
interactions |
|
| |
| Managing
the Isolated "Selling Moment" Discipline |
|
Strategies for
effectively responding to the many challenging
questions asked by buyers |
|
Knowing how
and when to skillfully use questions to leverage
a buyer's need or concern |
|
Handling objections
and push back |
|
Managing critical
moments in the call |
|
Negotiating
effectively |
|
Knowing how
to properly integrate selling questions (Discovery
work) and the information supplied about products, services, and solutions (Fulfillment
work) |
|
Eliminating
selling moments that “un-sell,” – do more harm
than good. |
|
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