Situational Selling ®
 At its most basic, Situational Selling® applies the general concept of effective influence to the specific process of selling. Developed by Dr. Paul Hersey, Situational Selling® training focuses on three basic skills; diagnosing - being able to understand the situation you are trying to influence; adapting - being able to adapt your behavior...to meet the contingencies of the situation; and communicating - being able to communicate in a way that people can easily understand and accept.
Developing these key competencies - cognitive, behavioral and process - are at the foundation of achieving the program's objectives of; increasing understanding of the selling and buying process, developing the ability to assess a prospect's readiness to buy and select the matching selling style, developing a tactical plan for applying the ideas presented in the program to a unique sales environment, and spurring personal development through self-assessment and feedback.
The Situational Selling® training program's content outline includes; Introduction and Foundation, Self-Assessment, Buying Readiness, Selling Styles, The Situational Selling® Model, The Situational Selling® Simulator, Feedback on Selling Styles, Selling Style Competencies, and Structured Skill Development.
Situational Selling® seminars are designed for 15-20 participants. Lecture, small group activities, written case study applications, video vignette modeling, behavioral assessment and feedback, and a selling simulation are all part of the process of training the Situational Selling® model.
Situational Selling® is a tested and proven training method.
Click here to connect to research results of this training program used in a two billion dollar North American sales organization
For more information on Situational Selling® training contact Natalie Brown at nbrown@situational.net
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