Course overview
In the “Develop a Custom Sales Method” course, participants will embark on a journey to craft a unique and tailored sales method for their organization.
This course is designed to guide teams in creating a sales framework that feels intuitive and natural, ensuring that every interaction with a client is maximized for potential sales.
By the end of this course, participants will have a clear understanding of how to develop a branded sales method that aligns with their organization’s buyer journey and resonates with their team.
Learning outcomes
- Understanding the Importance of a Branded Sales Method
- Recognize the value of having a unique sales method tailored to your organization.
- Differentiate between various popular sales methods like Spin, Challenger, MEDDIC, and more.
- Mapping the Buyer’s Journey
- Identify the key stages in your organization’s buyer journey.
- Understand the significance of each stage in the sales process.
- Crafting Your Own Branded Sales Method
- Learn how to convert the buyer journey stages into a memorable acronym.
- Explore techniques to make the acronym resonate with the context of your business.
- Applying the ‘Driver’ Methodology (Case Study)
- Dive deep into the ‘Driver’ sales method of the hypothetical client, Burke & Wills Elective Vehicles.
- Understand the stages: Discovery, Drive, Delivery Experience, and First Service.
- Implementing the Sales Method in Real-Life Scenarios
- Understand the practical implications of each stage in the sales process.
- Learn how to effectively guide a client through each stage, from discovery to the first service.
- Refining and Iterating Your Sales Method
- Revisit and update the names of buyer journey stages based on feedback and results.
- Encourage creativity and passion in your sales team by continuously refining the sales method.
By the end of this course, participants will be equipped with the knowledge and tools to create a sales method that not only aligns with their organization’s values and buyer journey but also empowers their sales team to deliver exceptional results.
