VSP

Versatile Salesperson

In a marketplace that is continually changing, competitive advantage from technology or product differences is short-lived. Instead, sales success depends on the efforts of the salesperson as both a strategist and a consultant. Selling has become more customer-focused than ever before.

A salesperson’s ability to be versatile allows him or her to build and maintain effective, long-term relationships. Salespeople who can adapt their selling style to the buying needs and styles of their customers perform as much as 30 percent better than their less flexible counterparts.

Achieving a competitive advantage has evolved into a continuous process of gaining and regaining the right to the customer’s business. The success of the sales organization depends on the ability of salespeople to work more effectively with customers.

Program Overview

The Versatile Salesperson (VSP) is a highly effective program designed to help your sales professionals develop the versatility skills they need to sell the way customers like to buy. The program teaches interpersonal versatility, which enables your salespeople to act as consultants and foster trusting relationships that make strong connections with customers.

Our classroom-based approach to The Versatile Salesperson is a flexible, two day, instructor-led program designed to help salespeople and consultants develop the interpersonal and versatility skills necessary to adapt their behavior to sell the way customers like to buy. The learning experience is enhanced by the use of the Social Style Profile, a multi-rater instrument that measures perceived Social Style and versatility. Participants learn to recognize the four Social Styles and the needs and expectations associated with each. As a result, they can plan strategies to improve their versatility and practice applying style modification skills in business situations. The program is specifically designed for salespeople and sales support people, who will quickly make the connection to their interactions with customers.

The first module, Adapting to Customers' Social Styles, introduces the concept of Social Styles and versatility and emphasizes the importance of developing comfort with customers as a critical factor in advancing the sale.

The second module, Adapting the Customer Interaction Process, provides an opportunity for participants to practice what they’ve learned in the previous module and apply it to their real world. Participants are asked to prepare several cases of actual customers. On the second day, a simple four-phase sales process is defined and through a series of role plays and exercises, participants develop and practice high-versatility strategies for these customers.

Adapting to Customers' Social Styles

  • Recognize the importance of comfort in successful sales relationships.
  • Recognize the positive and negative effects one’s behavior can have on buyers.
  • Identify the behavioral characteristics of assertiveness and responsiveness.
  • Recognize the four Social Styles and the needs and expectations associated with each.
  • Learn one’s Social Style as perceived by buyers.
  • Understand the concept of versatility – developing and maintaining buyer comfort.
  • Plan strategies for improving one’s versatility.

Adapting the Customer Interaction Process

  • Identify the four phases of Customer Interaction Process.
  • Recognize the need to maintain a comfortable, trusting relationship throughout the sales process.
  • Learn the needs of each Social Style for the phases of the sales process.
  • Practice style modification skills in each phase of the sales process.
  • Develop strategies to position solutions appropriate to the customer and his or her organization.
  • Reply to customer objections in ways that build comfort and trust.
  • Learn techniques to diffuse tension when customers become dissatisfied.
  • Develop support strategies that lead to short and long term customer satisfaction.

Measurement and Management

The Versatile Salesperson is a results-oriented program, and addresses the direct impact that versatility has on increased sales performance. It helps participants advance in their professional selling careers, providing mutual benefits to the organization and the individual salesperson. Strategic Enhancement Group can also conduct related impact analyses and ROI studies to measure the results of the effort.

Benefits

Results Oriented. Addresses the importance of versatility in interacting with clients and the direct impact on increased sales performance.

Improve Sales Performance. Teaches how to develop and maintain buyer comfort. Participants will increase their performance and success with customers of all styles.

Sales Specific. Designed specifically for sales and sales support professionals. Participants will readily make the connection to their interaction with clients.

Skills Oriented. Teaches versatility skills and how to apply them to real selling situations. Skills are taught for advancing all phases of the sales process.

Developmental. Answers the question, “Why?” as well as “How?” Helps individuals progress in their professional selling careers.

Program Details

Session Length: Two Days

Participants Materials: Participant guide, feedback booklet, job aid card, salesperson tool kit.

Leader Materials: Leader guide, overheads, video, leader information guide, and program evaluation guide.

Instrumentation: Social Style Profile.

VSP is made up of distinct, yet integrated, core modules delivered in a class room environment or a combination of conventional and electronic delivery, please contact Strategic Enhancement Group, Inc. at (630) 377-4300 or (888) 668-9382.

Evaluation

In most implementations, Strategic Enhancement Group, Inc. will partner with your organization to measure the initial behavioral changes and business results. We have a common interest in making sure that VSP brings the results you seek. We are committed to helping you succeed. And we will work with you to set up measurement systems to help move the desired change forward and sustain the momentum of your implementation.

This offering, like all others from Strategic Enhancement Group, can be customized to reflect you environment and business priorities. Please contact Strategic Enhancement Group, Inc. at (630) 377-4300, (888) 668-9382 outside of IL or Online.

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