Needs Consequence Selling
(First phase of training)

The Tactics of Selling

Needs Consequence Selling is an advanced sales training program focused on the tactics of selling. This program is recommended for sales professionals with more than one year in the field.

1. The program is integrity based. No tricky closes. No gimmicks. No nonsense. Here the DSR learns how to avoid premature price objections and get to the real issues most important to the customer.
2. The program teaches a five step sales system which gives the sales person a solid "road-map" for future sales.
3. The program uses a "Value Focused" approach to selling. We believe that the prospect's idea of value is the only one that counts.
4. Your DSR will learn probing skills, to ask the right questions at the right time, to help the prospect to organize his/her thoughts and correctly evaluate value as well as needs. Asking the right questions will also encourage the prospect to recognize your DSR as a professional, a well informed consultant who is concerned about his/her needs.
5. The program teaches that; "You can listen more people into sales than you will ever talk into sales."
6. The program teaches principles, not memorized techniques.
7. The program is "custom tailored" to the individual needs of your organization. Role-plays, examples and exercises will feature situations faced by your people every day.
8. Workbooks are designed to allow the DSR to incorporate his or her own language and feelings into the program.
9. Needs Consequence Selling teaches how to be effective, assertive and professional without being manipulative.
10. This powerful sales training program is designed as the first phase for the more advanced Preemptive Approach sales training program. Your DSRs can become even better!
11. As a tool for behavioral modification, the program includes 10, fully scripted, one hour reinforcement training 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. Needs Consequence Selling 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 Needs Consequence Selling process in the field.

Presentation Options:

• New DSR option - 4 days, (2 day initial session, 2 day follow-up in 60 days); This option is designed for maximum results and includes a personalized correspondence program.
• Experienced DSR option - 2 days; This option is designed for the DSR with one or more years of experience in the field. The emphasis is on building new selling skills, based on the participants' practical knowledge it includes a personalized correspondence program.

For maximum effectiveness, this program is limited to 25 participants.

Reinforcement Opportunity:

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 Needs Consequence Selling 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.