FOUNDATIONAL SELLING SKILLS

Presence. Dialogue. Trust.

The art of selling is the ability to establish relationships that seek understanding, speak to the customer’s needs, negotiate for mutual benefit, and solve problems with clarity. The goal is to create a dialogue not a monologue in order to build trust instead of a transaction. Our curriculum covers the foundational selling skills that transform salespeople into trusted partners: executive presence, dialogue skills, meeting facilitation, content development, and storytelling.

BENEFITS :

  • Learn how to own the room by communicating with executive presence, virtually or in-person
  • Develop the skills to uncover customer needs and goals quickly and effectively
  • Discover the methodologies for facilitating conversations, keeping meetings organized, collaborative, and on track
  • Create more targeted, relevant content
  • Walk away with a stronger ability to create clear, meaningful, and memorable content.
  • Inspire your customer to action with compelling stories that speak to their needs.

CURRICULUM

Executive Presence
SNP’s Executive Presence training teaches you to present with confidence. This course trains participants in the physical aspects of delivery, as well as audience management. We provide customized instruction for any group or team, and we tailor our coaching to address the skills that will leave the biggest impact on each participant. Throughout the session, we film participants’ presentations for real-time feedback and review. This highly personal approach means that everyone leave the class with a presence that grabs people’s attention—whether they’re beginners, experts, or anywhere in between.
Dialogue Skills
We believe that a competitive differentiator is the ability to establish a trusted relationship faster than the competition. Socratic selling skills ensure that a salesperson understands the customer’s perspective. This is the first step in developing a successful, professional relationship. The art of Socratic conversation builds on this first step and establishes credibility while knowing how to deal with push back and objections to push for an advancement.

Effective Meetings

Meetings are a powerful sales tools, but if run poorly, they can hurt the relationship and potentially kill the sale. In SNP’s Meeting Facilitation course, participants use work-based scenarios to practice tactics for running meetings that keep customers happy—whether they’re in person or remote. The coaching combines several methodologies and disciplines, covering: scheduling, agenda-setting, facilitation skills, and coming up with next steps. Participants will leave the class with a framework for facilitating meetings that run efficiently and provide attendees with clear assignments and expectations.

Content Development

The way you craft your sales message determines whether you’re able to capture your customer’s mindshare and motivate them to action. This course teaches a methodology for creating targeted, effective messages to keep the customer engaged and interested in learning more. We help you develop a central sales message with a clear, linear flow that focuses on what your customer needs to know.

Storytelling

Stories are significantly more memorable than data and facts alone. In fact, our brain becomes so stimulated by the story that some listeners might feel like they experienced the story personally. How to craft the perfect story with impact, influence, and motivation in mind, can be difficult. This workshop is designed to teach participants the different ways to grab attention and ensure retention in a compelling, memorable, and linear way. This audience-focused approach can be used within any conversation, presentation, or meeting situation.

"SNP HAS BEEN OUR TRAINING AND COACHING PARTNER FOR YEARS. WE CONSIDER THEM ONE OF US AND THEY ARE ALWAYS MY GO TO PARTNER FOR EVERYTHING!"

Channa Mestas, Director, Partner Enablement, Equinix

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