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Situational Selling®

A Need-Satisfaction Sales Approach

"The key to market-driven and customer-driven excellence is the ability to speak your customer's language and be responsive to your customer's needs. Situational Selling demonstrates how this can be done."

Francis G. Rogers
Former Vice President of Marketing-IBM

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Core Skills Program Design

Program Introduction—This module introduces course components and outlines the process. Participants learn the importance of Diagnosing, Adapting and Communicating as skills for increasing sales.

Foundations of Influence—Participants discover key definitions and concepts for influencing behavior and improving results.

Situational Selling—This module outlines the Situational Selling model and its basic components; Buying Readiness and Selling Styles. Participants learn how to diagnose buyer readiness and adapt their own selling styles. The model also provides a roadmap for organizing what many experienced sales professionals have learned in other workshops and on the job.

Feedback on Selling Style—Situational Selling emphasizes adapting selling behaviors to meet the full range of customer needs. The SALES-Self instrument provides feedback on participants' style tendencies, highlighting strengths and areas for development.

Client Interaction Skills—Participants gain Client Interaction Skills including; Establishing, Persuading, Committing and Fulfilling. They refine acquired skills through Structured Skill Development exercises, to maximize the probability of sales effectiveness.

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Situational Selling is a one-day workshop where participants gain an understanding of—and skill with—the fundamentals of behavior and effective influence. By focusing on mastering the skill of diagnosing and adapting, Situational Selling is designed to complement and strengthen existing selling systems.

Training Technologies:

•	Video Presentations
•	Participant's Manual
•	Instrumentation
•	Video Vignette Behavioral Examples
•	Structured Skill Development Exercises
•	Applications & Connections