Sales Excellence Core Methodology™

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

Understand, measure, and manage the four factors that determine your revenue results

Learn the criteria-based qualification process based on the ten elements of why customers buy

Learn the stages and players in the customer buying process

Create a Customer Results Plan to drive the customer through their buying process

Learn how to prevent and overcome objections

Determine and build relationships with influencers and approvers. Understand what they value and what drives them to make decisions.

Module 1: Learning to think like your customer.
  • Understanding why customers buy
  • Selling results not products or services
  • The diagnostic approach to selling
  • Identifying customer problems we can solve
  • Articulating the customer results we can deliver
Sales Tool: Problems We Solve and Results We Deliver
Module 2: Selling Business Value and Results
  • How customers perceive value and risk
  • The ten major denominations of value
  • Translating capabilities into value
  • Translating value across the enterprise
  • Leveraging customer reference stories
Sales Tool: Business Value Inventory Template
Module 3 : 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
Module 4 : 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 map
Sales Tool: Relationship Mapping Tool
Module 5 : 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 about the buying process
  • Mapping your customer’s buying process
Sales Tool: Buying Process Mapping Tool
Module 6 : Qualifying Complex Sales Opportunities
  • Understanding the sevenaction 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
Module 7 : 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
Module 8 : Sales Forecasting Pipeline Management
  • The four metrics of revenue growth
  • Increasing deal quantity
  • The diagnostic approach to selling
  • Maximizing deal size
  • Improving deal predictability
Sales Tool: Pipeline Performance Planner
Alternate Modules

Any of the following modules may be substituted for any of modules 5, 6, 7, or 8 above. These four modules can also be added to the eight above to create a comprehensive three-day onsite workshop or twelve-module eLearning curriculum.

Module 9: 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
Module 10: Time Management for Sales Professionals
  • Where are we “investing” our time?
  • Aligning activities to priorities
  • The diagnostic approach to selling
  • Compartmentalizing your work week
  • Making time for planning and organization
  • Taking control of your work week
Sales Tool: Weekly Planning Template
Module 11: The "Advanced Basics" of Sales Negotiations
  • 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
Module 12: 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 Review Planner

Course Description

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You can download a course description brochure here.

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Client Testimonials

“I cannot think of a single business day that I don’t use some portion of your program to remind my sales team to think beyond our own sales process and start thinking about our customer’s buying process.”

Mike Hoffman
Vice President of Western Sales
MRV Communications

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On-Site Workshops

Custom-tailored learning experiences designed for your company at any location that's best for your team.

Why Hold Training On-Site?

Live-Video Workshops

Highly interactive live-video learning sessions complete with small-group discussions and role-play exercises.

How Effective Can Remote Learning Be?

World-Class eLearning

Online learning for sales teams and individuals located anywhere. Available 24/7/365. Highly engaging and delivered to any device!

Take Online Learning to Another Level

Workshop in a Box

High-quality learning experience for groups of any size facilitated by  anyone who can “push play” and lead a group discussion.

Flexible and Localized Facilitation

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