Building Partnerships with Business Issues

The Partnering Strategy

Building Partnerships is a sales philosophy based on the sales person's ability to develop the profits and reduce the expenses of the customer's operation. This program is recommended for successful sales professionals producing (or capable of producing) in the top 20% of the organization.

• This program is based on Needs Consequence Selling and requires at least two years of experience with that program. The program reinforces Needs Consequence Selling.
• Philosophy of this program: "When the customer realizes, you are more valuable to his business than he is to yours, you have developed a 'partnership' that works."
• Building Partnerships teaches a five step approach to gaining long term relationships with your most profitable and valuable accounts.
• The program systematically changes the traditional buyer-seller relationship as the customer recognizes the value your organization brings to his or her bottom line.
• Building Partnerships teaches the DSR to identify and target customers who "qualify" for the partnering approach. (Not all customers are candidates for this process.)
• The program teaches the DSR the importance of doing a periodic business review. The DSR learns how to conduct the review, focusing on the two issues most critical to the customer, increasing sales and reducing expenses.
• In Building Partnerships, the DSR learns to create business issues proposals. These proposals are built with the customer and the bottom line profit potential is acknowledged by the customer before they are put into effect.
• Building Partnerships gives the DSR the tools to turn "value added services" into quantifiable benefits, the customer recognizes the bottom line contribution you make to his or her business.
• Building Partnerships establishes, in the customer's mind, the value of your contribution.
• Like our other programs, Building Partnerships includes fully scripted reinforcement sessions which are developed to be led by the sales manager.

Presentation Method:

It is our belief that any learning experience should be stimulating and enjoyable. BUILDING PARTNERSHIPS is taught in a fast paced atmosphere of participant interaction, appropriate humor, meaningful content and open discussion.

The Phillips Sales and Staff Development training philosophy includes the belief that training today is a discovery process. Our approach to sales training features a minimum of lecture, using instead hands on discovery through realistic role plays and exercises that allow the participant to learn from experience. The participant's workbook becomes a personal guide to learning and using the selling system. It is the first reinforcement tool for the DSR since it features his or her own notes and comments on how to apply the Building Partnershipsprocess in the field.

Presentation:

Experienced DSRs - 2 days initial training, with 1-2 days of in-class follow-up. This program is designed to take advantage of your successful DSR's field experience and includes a personalized correspondence program. Because of the depth of content, recommend that only your organization's top 10 to 15 producers attend this program

All training is behavior modification, it is the opportunity to change. Tangible change can be produced as a result of a brief seminar, only when there is substantial desire or reinforcement.

Often, as trainers and managers, the best we can hope for is an awareness of the subject matter and gradual improvement. Understanding this we at PSSD have developed systems for reinforcement.

The reinforcement system for Building Partnerships has two options.

First: This program features an eight week personalized correspondence program. With this option the DSR is given a new learning assignment each week and is required to report results of his or her efforts via mail to PSSD.

Second: An eight week in-house program, conducted by the manager or staff trainer, provides scripted materials for eight one hour meetings. This program offers the DSR a significant opportunity to question, challenge, learn and use the new selling skill.