Preemptive Selling
(Second phase of training)

The Strategies of Selling

Preemptive Selling is an advanced sales training program focused on building long term relationships using a strategic approach to selling. This program is recommended for successful sales professionals producing (or capable of producing) in the top 25% of the organization.

1. This program is based on Needs Consequence Selling and requires at least one year of experience with that program. The program reinforces Needs Consequence Selling.
2. Preemptive Selling teaches how "positioning" in sales is more important than pricing.
3. The program is designed to help the DSR focus on selling from your corporate strengths, the prime reasons your customers buy from you.
4. The program teaches strategies from Sun Tsu's Art of War, such as how to attack the competition's weakest points or vulnerabilities without disparaging them or causing customer resentment or distrust.
5. The program teaches the DSR the critical skills of a thorough pre-approach plan by using our patented SWOT Matrix before making the sales call. The SWOT Matrix is a tool which enables the DSR to establish a strategic approach to every selling effort.
6. The program gives the DSR the tools to stop selling "price" and understand how to "Differentiate" your organization from the competition. Where there is no other "differentiation," price becomes the strongest buying factor.
7. Preemptive Selling shows the DSR how, understanding the competition is more important than underpricing him.
8. The Preemptive Selling program will position your DSRs for the hyper- competitive market of the 1990's and beyond.
9. The program teaches the DSR how to influence the customer to ask questions the competition does not want to answer. The customer learns to devastate the competition.
10. Preemptive Selling is powerful enough that your DSRs can effectively "preempt" competition from making progress in "your" accounts.
11. Like Phase One, this program 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. Preemptive 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 Preemptive Selling process in the field.

Presentation:

Experienced DSRs - 2-3 days initial training with 2 days follow-up in 30 to 60 days; This sole presentation option is designed to take advantage of the successful DSR's field experience and includes a personalized correspondence program.

This program is limited to 20-25 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 Preemptive 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.