Course description
Mastery of Selling Skills®
Change your behavior in key aspects of the selling process – selling, negotiating (making trades) and your delivery style. Delta's content parallels other sales programs in many aspects and includes a key difference we believe to be superior: seamless transitions between selling and trading (negotiating).
Delta's program improves the overall sales process and develops customer-centric discussions that link discovered buyers’ needs to fact-based selling proposals that reduce the need to negotiate. If negotiation is required, we teach not to concede but to make trades. Selling and negotiation skills are not mutually exclusive – both use the same skills – and often a person will seamlessly transition between the two. Simply stated, selling and negotiating are part of the sales process not independent skills.
This curriculum employs a variety of teaching methods to ingrain long-term change. Our differentiating points include:
- focusing on customer-centric selling
- mirroring curriculum to the selling process
- utilizing a dialogue-patterning technique called “loading the lips”
- applying tools learned in the Business Insights program like asking Business Management Questions™ that drill-down to the root cause which leads to strategic discussions and improved results
Training content
Selling Discussion Skills
The sales process teaches "Selling Discussion Skills" where participants will learn the Planning, Opening, Discovery, Proposal and Closing steps. Key differentiating points include: developing strong questioning and listening skills that create a customer-centric dialogue and discover the real buyer needs, incorporating the buyer’s language as part of the sales and negotiation process, and using customer-centric business insight facts that strengthen the selling story.
Managing and Negotiating Tradables
A sub-process in the Proposal step of the sales process is Negotiating Skills. Managing and Negotiating Tradables teaches the concept of collaboration and making trades — the ability to work with customers to reach solutions beneficial to both parties. Extensive research with our retailer clients shows that over 95% of negotiations end in a supplier concession. We change the paradigm from negotiation to making trades that result in win-win solutions that strengthen long-term business relationships without sacrificing short-term needs. Participants learn to avoid concessions, overcome buyer objections, and recognize and defend against standard buyer negotiation tactics no matter which style their buyer adopts.
Delivering Your Story
Delivering Your Story furthers your team’s skills at: bundling trades, applying financial implications to trades, handling different buyer tactics, and closing the sale. Participants sharpen presentation skills and enhance the way they are perceived. Your team becomes increasingly more confident in their ability to engage and persuade any audience, large or small, internal or external. Participants apply the tools they learned in the first two programs to a variety of case studies and have an opportunity to review their video role-plays and customize a personal development plan.
Final Assessment
Final Assessment measures your team’s behavior change in a role-play demonstrating their mastery of selling discussion skills, managing & negotiating tradables, and actor-level delivery of the selling story presentation skills.
Course delivery details
Most courses are conducted as private client-specific sessions. Periodically a client will allow non-competing guests to join their learning journey. All courses that allow non-competing guests to join will be posted.
**This program is hosted by a client that allows non-competing guests to join. Once you submit your registration, we will confirm your company does not compete and that there is space available.
Certification / Credits
Participants will understand and demonstrate a range of crucial skills, including:
- identifying and determining the value of the tradable items
- bundling trades
- avoiding concessions and overcoming obstacles
- recognizing, defending, and preventing buyer tactics
- adapting communication techniques and language to meet specific situations and buyer styles
Why choose Delta Associates?
25+ years, 500+ clients in 50+ Countries
Over 5,000 certified analysts trained
Retail FMCG/CPG experts focusing on Category Management Analytics
About Delta Associates
Delta Associates
25+ years, 500+ clients, 50+ countries – We teach retail professionals how to analyze sales and marketing data, find the key insights, and communicate them powerfully and clearly. Most organizations consider data a strategic asset - yet fail to build...
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Contact info
Delta Associates
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I had a great time during my classes. Jammie was engaging and entertaining. She went into detail with every lesson and the activities we did utilized every tool we had learned.