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Professional Selling Skills (PSS)

Professional Selling Skills (PSS)

A research-based programme, the Professional Selling Skills® programme teaches selling and key interaction skills that enable you to lead mutually beneficial sales conversations with your customers— even with those who are indifferent or express concerns.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentProfessional Selling Skills (PSS) Frankfurt Frankfurt -

> Beate Götz-Lange Miller Heiman Europe GmbH
More about the trainer

Professional Selling Skills® provides an effective and flexible approach to learning, applying, evaluating, and continuously improving the skills that result in strong customer relationships.

Building on the selling skills and strategies that have benefited more than 3 million sales professionals around the world, the programme has components that work together to improve sales performance and help you compete effectively in the marketplace. The components are designed to provide you with a variety of training delivery options and to address all the elements required for training to produce a return on your sales development investment.

Salespeople develop the face-to-face selling skills needed to promote an open exchange of information and reach mutually beneficial sales agreements.

In the Opening section, participants will learn how to effectively open calls in a positive and productive way.

In the Probing section, participants will learn how to use effective questions to gather information and build a clear, complete, mutual understanding of a customer’s needs.

In the Supporting section, participants will examine how to provide information that helps the customer make an informed buying decision.

In the Closing section, participants learn to recognize when a customer is prepared to move ahead in the sales cycle.

In the Connective Skills section, participants will learn how conversational skills can demonstrate listening and keep a sales call mutual throughout.

In the Addressing Indifference section, participants will explore the reasons why customers may not express needs when they are indifferent and learn how to respond.

In the Resolving Customer Concerns section, participants will learn to recognize, differentiate, and resolve the three main types of customer concerns: skepticism, misunderstandings, and drawbacks.

With Professional Selling Skills®, your salespeople will succeed by helping your customers succeed. They’ll acquire the skills and competencies that will set them— and your organization—apart from the competition.

Objectives and Benefits

Your salespeople will:

  • Gain the skills critical to developing solid business relationships while improving sales performance.
  • Increase their long-term effectiveness by becoming knowledgeable business consultants.
  • Acquire critical skills efficiently through learnerfocused activities.
  • Gain a reliable method for continually evaluating and improving skill development.

Your customers will profit from:

  • Lasting relationships with salespeople who understand their business reality.
  • Products that address their specific organizational and personal needs.
  • Buying decisions that are based on fact, not highpressure sales tactics.

Enable sales management and senior leadership to:

  • Increased success in winning new business and building customer loyalty.
  • Decreased costs by helping salespeople better judge account potential and use time more efficiently.
  • A common language for your sales team, resulting in improved communication and teamwork.
  • Reduced turnover by providing salespeople with direction, support, and flexible professional development.

Target group

"I learned a lot and was able to succesfully apply the acquired know-how within everyday life and business. Bravo!

SALES REPRESENTATIVE, ABBOTT DIABETES CARE

Agenda

Day 1
10:00 - 11:15 Introduction & Overview; Need Satisfaction Selling; Customer Needs, Call Planning, Collaborative Techniques
11:15 - 11:30 Break
11:30 - 13:00 Open and Respond to Indifference
13:00 - 14:00 Lunch
14:00 - 16:00 Discover
16:00 - 16:15 Break
16:15 - 18:00 Debrief & Summary
Day 2
10:00 - 11:15 Resolve Concerns; Types of Concerns
11:15 - 11:30 Break
11:30 - 13:00 Resolve Concerns (cont.)
13:00 - 14:00 Lunch
14:00 - 16:00 Close; All Skills Practice
16:00 - 16:15 Break
16:15 - 18:00 All Skills Practice (cont.); Action Planning; Debrief & Summary

Participants' Comments

Certification

The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

Certification tracks have been specifically designed for individual sales roles.

Dates and feesProfessional Selling Skills (PSS)

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