Sales Excellence Core Methodology imparts the concepts and philosophies from the bestselling book Think Like Your Customer as the foundation to our sales training curriculum. This program presents the fundamental selling skills and provides a common language and powerful set of tools that sales teams use to dramatically increase their productivity and results.

Learning Objectives

This program focuses on the foundation of superior selling skills, success factors, the customer buying process and how to qualify and manage a sales pipeline.

Module Descriptions

Module Descriptions Overview

  1. Learning to Think Like Your Customer
  2. Selling Business Values and Results
  3. Finding and Creating Sales Opportunities
  4. Expanding Your Relationship Footprint
  5. Facilitating Your Customer’s Buying Process
  6. Qualifying Complex Sales Opportunities
  7. Structuring and Closing Complex Opportunities
  8. Sales Forecasting Pipeline Management
  9. Strategic Prospecting & Business Development
  10. Time Management for Sales Professionals
  11. The “Advanced Basics” of Sales Negotiation
  12. Developing Strategic Accounts

Learning to Think Like Your Customer

  • Learning to think like your customer
  • The Customer Results Model (ABC)
  • Selling results instead of products and services
  • The diagnostic approach to selling
  • Crafting effective diagnostic questions

  • Sales Tool: Targeted Diagnostic Questions

Selling Business Value and Results

  • The six truths of value
  • The ten major denominations of value
  • Translating capabilities into value
  • How customers perceive value
  • Translating value across the enterprise

  • Sales Tool: Results Inventory Template

Finding and Creating Sales Opportunities

  • Finding sales opportunities when they already exist
  • Creating sales opportunities when they don’t yet exist
  • The art and science of diagnostic questioning
  • Crafting effective diagnostic question sets
  • Quantifying customer problems and desired results

  • Sales Tool: Diagnostic Questioning Templates

Expanding Your Relationship Footprint

  • Why sell higher and wider?
  • Roles involved in a complex buying process
  • The changing dynamics of a buying process
  • Six tactics for selling higher and wider
  • Developing a relationship plan

  • Sales Tool: Relationship Planning Tool

Facilitating Your Customer’s Buying Process

  • The sales process – redefined
  • Selling with specific intent: The four questions
  • Aligning with your customer’s buying process
  • Hypothetical questioning of the buying process
  • Mapping your customer’s buying process

  • Sales Tool: Buying Process Mapping Tool

Qualifying Complex Sales Opportunities

  • Understanding the seven action drivers
  • The ten elements of why customers buy
  • Leveraging the Opportunity Scorecard
  • Evaluating opportunities for forecast probability
  • Forecasting with confidence and integrity

  • Sales Tool: Opportunity Scorecard

Structuring and Closing Complex Opportunities

  • Framing sales opportunities in time
  • Reverse-engineering the buying process
  • Creating a Customer Results Plan
  • The value of using a Customer Results Plan
  • Trouble-shooting sales opportunities

  • Sales Tool: Customer Results Plan

Sales Forecasting Pipeline Management

  • The four metrics of revenue growth
  • Increasing deal quantity
  • Maximizing deal size
  • Accelerating deal velocity
  • Improving deal predictability

  • Sales Tool: Pipeline Performance Planner

Strategic Prospecting & Business Development

  •  Territory marketing vs. strategic prospecting
  • Selecting target accounts and using a revolving list
  • Target account research and preparation
  • Designing a Multi-Pronged Approach Pattern
  • Creating a solid Business Development Plan

  • Sales Tool: 30-Day Business Development Plan

Time Management for Sales Professionals

  • Where are we “investing” our time?
  • Aligning activities to priorities
  • Compartmentalizing your work week
  • Making time for planning and organization
  • Taking control of your work week

  • Sales Tool: Weekly Planning Template

The “Advanced Basics” of Sales Negotiation

  • The precursors of effective negotiation
  • The six “advanced basics” of sales negotiation
  • Trading profit for profit: The “negotiables”
  • Maintaining control of sales negotiations
  • Negotiation planning and preparation

  • Sales Tool: Negotiation Planning Worksheet

Developing Strategic Accounts

  • Taking inventory of your territory and accounts
  • Segmenting your territory and account-base
  • Measuring customer outcomes and results
  • Growing your account share (share of spend)
  • Conducting the Quarterly Business Review

  • Sales Tool: Quarterly Business Review Planner

On-Site & Live Virtual Workshops

We offer all our sales programs as on-site classroom or live virtual classroom training. Both methods include custom-tailored modules. You can download the module description PDF below or read about them in the content to the left.

 Download the PDF Full Course Description

Onsite & Online Workshops

We offer a 2-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 12 modules of sales core methodology. You can download the module description PDF below or read about them in the content below.

 Download the PDF Full Course Description

Module Descriptions

Module Descriptions Overview

  1. Learning to Think Like Your Customer
  2. Selling Business Values and Results
  3. Finding and Creating Sales Opportunities
  4. Expanding Your Relationship Footprint
  5. Facilitating Your Customer’s Buying Process
  6. Qualifying Complex Sales Opportunities
  7. Structuring and Closing Complex Opportunities
  8. Sales Forecasting Pipeline Management
  9. Strategic Prospecting & Business Development
  10. Time Management for Sales Professionals
  11. The “Advanced Basics” of Sales Negotiation
  12. Developing Strategic Accounts

Learning to Think Like Your Customer

  • Learning to think like your customer
  • The Customer Results Model (ABC)
  • Selling results instead of products and services
  • The diagnostic approach to selling
  • Crafting effective diagnostic questions

  • Sales Tool: Targeted Diagnostic Questions

Selling Business Value and Results

  • The six truths of value
  • The ten major denominations of value
  • Translating capabilities into value
  • How customers perceive value
  • Translating value across the enterprise

  • Sales Tool: Results Inventory Template

Finding and Creating Sales Opportunities

  • Finding sales opportunities when they already exist
  • Creating sales opportunities when they don’t yet exist
  • The art and science of diagnostic questioning
  • Crafting effective diagnostic question sets
  • Quantifying customer problems and desired results

  • Sales Tool: Diagnostic Questioning Templates

Expanding Your Relationship Footprint

  • Why sell higher and wider?
  • Roles involved in a complex buying process
  • The changing dynamics of a buying process
  • Six tactics for selling higher and wider
  • Developing a relationship plan

  • Sales Tool: Relationship Planning Tool

Facilitating Your Customer’s Buying Process

  • The sales process – redefined
  • Selling with specific intent: The four questions
  • Aligning with your customer’s buying process
  • Hypothetical questioning of the buying process
  • Mapping your customer’s buying process

  • Sales Tool: Buying Process Mapping Tool

Qualifying Complex Sales Opportunities

  • Understanding the seven action drivers
  • The ten elements of why customers buy
  • Leveraging the Opportunity Scorecard
  • Evaluating opportunities for forecast probability
  • Forecasting with confidence and integrity

  • Sales Tool: Opportunity Scorecard

Structuring and Closing Complex Opportunities

  • Framing sales opportunities in time
  • Reverse-engineering the buying process
  • Creating a Customer Results Plan
  • The value of using a Customer Results Plan
  • Trouble-shooting sales opportunities

  • Sales Tool: Customer Results Plan

Sales Forecasting Pipeline Management

  • The four metrics of revenue growth
  • Increasing deal quantity
  • Maximizing deal size
  • Accelerating deal velocity
  • Improving deal predictability

  • Sales Tool: Pipeline Performance Planner

Strategic Prospecting & Business Development

  •  Territory marketing vs. strategic prospecting
  • Selecting target accounts and using a revolving list
  • Target account research and preparation
  • Designing a Multi-Pronged Approach Pattern
  • Creating a solid Business Development Plan

  • Sales Tool: 30-Day Business Development Plan

Time Management for Sales Professionals

  • Where are we “investing” our time?
  • Aligning activities to priorities
  • Compartmentalizing your work week
  • Making time for planning and organization
  • Taking control of your work week

  • Sales Tool: Weekly Planning Template

The “Advanced Basics” of Sales Negotiation

  • The precursors of effective negotiation
  • The six “advanced basics” of sales negotiation
  • Trading profit for profit: The “negotiables”
  • Maintaining control of sales negotiations
  • Negotiation planning and preparation

  • Sales Tool: Negotiation Planning Worksheet

Developing Strategic Accounts

  • Taking inventory of your territory and accounts
  • Segmenting your territory and account-base
  • Measuring customer outcomes and results
  • Growing your account share (share of spend)
  • Conducting the Quarterly Business Review

  • Sales Tool: Quarterly Business Review Planner

Delivery Options

onsite classroom training

On-Site Classroom

A customized program between one and three days with discussions, small group exercises, and tailored role plays.

virtual classroom training

Virtual Classroom

A live, instructor-led classroom experience to individuals or teams anywhere in the world without travel costs.

online learning

Online
Learning

Self-paced HD-video eLearning modules for asynchronous learning and reinforcement.

train the trainer

Instructor Certification

Become certified to teach this program through our Train the Trainer program.

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