The Williams Institute for Ethics and Management has a complete suite of leadership and staff development programs that are seamless in that they all have the same ethical communication model.
VALUES Selling© features a six step sales process that has been proven to increase sales and improve productivity. The six step process is:
Value-Value yourself, your clients, your company and your products and services
Ask-Asking GREAT Questions is the key to uncovering needs
Listen-Listen to understand not to respond
Understand-Understanding your clients’ needs and their issues is critical in the ethical
selling process
Empower-Building relationships is about empowering others to do business with you
Serve-Serving the client builds relationships above being a vendor
In the VALUES Selling© course, each step in the VALUES process is developed to help sales people clearly identify each step in the process and creates a “common modality” or communication model that your entire sales team will use that is identifiable and coachable.
After completing this course, the participants will:
- Learn how to prepare and approach clients
- Build skills in asking questions and uncovering needs
- Practice how to present the features and benefits of their products and services to meet the needs of the client
- Learn how to identify different types of objections and how to handle them.
- Discover how to identify their personality style and that of their clients using the DISC process so that they present their products and services in the best format for the client
- Identify their ethical perspective and that of their clients. This will help them understand buying motives
- Explore internal issues that make good sales people, great salespeople and how to address those issues
- Learn a simple sales process that is effective and easy to follow and coach
- Identify when and how to close the sale
All programs and materials are totally customized. Each program has an initial seminar and a series of follow up sessions that allow the participants to practice the skills and share their best practices with their group. This process has been proven an effective method for developing skills and improving performance.