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The PAIDD Sales Development program is delivered in 10 modules guiding the attendee through a systematic process that will encourage behavior change, improved communication skills and a deeper understanding of the buyer/seller relationship. This workshop will develop or enhance skills in communication, conducting sales meetings, handling objections and learn how to take PRESSURE out of the sales process.
Module 1—Business Matters Today
The world of business has changed significantly in recent years and continues to undergo rapid change today. Yet many of the techniques currently used in sales are old and outdated, and have not kept up with current market conditions. This module takes a look at some of the major factors that have led to where we are in business today and what the recent realities are in the marketplace that every sales professional must be prepared to address in order to succeed.
Module 2—10 Guiding Principles
Being successful in sales requires having high-level communication skills. The 10 Guiding Principles are the next generation of sales communication. There are four blockers—the “do not’s” of communication, four enhancers—the “do’s” that keep communication open and flowing, and two sustainers, which help you maintain communication between periods of direct contact. Learn the 10 Guiding Principles that become key guideposts to optimizing your sale interactions, and in total are the foundation for the entire PAIDD process.
Module 3—Eliminating Pressure in a Sales Interaction
Pressure has an extremely negative impact on any sales interaction, making it much more difficult to close the sale. This includes pressure that sales professionals put on themselves, pressure sellers put on buyers, and pressure buyers put on sellers. This module presents three essential operating practices that help eliminate ALL pressure from a sales call. The absence of pressure creates an atmosphere of open and honest communication where there can be a genuine two-way exploration as to the potential for working together.
Module 4—Securing More Appointments
Many sales professionals feel they do OK once they are in front of a prospect, but they have difficulty getting appointments with enough people. Why is this the case? First, salespeople don’t want to run the risk of feeling rejected by the prospect, and second, they are uncomfortable with the feeling that they might be perceived as applying pressure in their attempt to secure the appointment. This session is designed to help salespeople learn a comfortable, no pressure approach to getting appointments without the risk of facing rejected.
Module 5—Communication Matters
Communication between buyer and seller has three components—words, tone, and body language. All three of these are strongly affected by hidden emotional dynamics, particularly as it relates to fear. It is common and normal that both buyer and seller bring certain fears to the table in a sales interaction, and when these fears intermingle subtleties begin to happen that negatively impact the interaction and reduce the chances of doing business together. The goal is to understand these hidden dynamics so that you can manage them rather than have them control you.
Module 6—Handling Objections
Receiving objections from clients has long been one of the biggest challenges that salespeople face in their selling efforts. Most sales professionals have been taught that it as their responsibility to “overcome” client objections, but in PAIDD doing so is viewed as potentially argumentative and pressure-filled. Here you will learn how to treat objections as concerns rather than something to be overcome. The goal is to engage clients with questions to better understand their concerns so you can work together to find the best possible solution.
The Sales Meeting Process
Module 7—The Preliminaries
Many sales meetings tend to go off track because there is little or no focus in the beginning of the meeting as to where it is going or what the intended outcome is supposed to be. The PAIDD process pays special attention to managing a sales meeting by reaching agreements up front as to the purpose of the meeting and what the outcomes will be. This is step one of the PAIDD process, the P of PAIDD, which stands for the “Preliminaries.” This is where you take control of the sales process, expectations are defined and agreements are made.
Module 8—Assessment & Intention
Buying motives usually lie deeper than the needs that clients report up front, and therefore require specialized skills and techniques to get to the real reasons why people buy, which are typically emotional in nature. In the Assessment step, which is the “A” in PAIDD, you will learn how to define client’s goals, go deeper beneath these goals to find their true meaning, and help buyer’s find the emotional discomfort that drives their buying motive(s).
Once you find the client’s real buying motives, the next step is to determine how important it is for the prospective client to resolve their situation, as well as their level of willingness to work with you to do so. Making this determination is the purpose of the “I” of PAIDD—the Intention step, which is also discussed in this lesson.
Module 9--Demonstration and Decision
Every selling system requires that certain things be presented or demonstrated to the client, which is the purpose of the first “D” in PAIDD—the Demonstration step. In order to avoid sounding traditionally talkative and persuasive in the demonstration, it is important in PAIDD to be very selective about what you tell and to link it to the client’s stated goals. This is also the step where the cost of your product or service is addressed in a comfortable interaction without pressure.
Once you’ve made your presentation, it is time to “close” the sale. Except you will learn here that there is no close in PAIDD, at least in the traditional sense of the word. Instead there is a Decision step—the last “D” of PAIDD, which is a no-pressure decision whether or not it makes the most sense to take the next step together. In effect you are “closing” the meeting with a decision whether or not to proceed to whatever the next step might be.
Post-Sales & Client Servicing
Module 10—Client Collaboration
Collaborating with your clients to reach common goals that lead to the success of both parties is something that is often talked about in business but is not often achieved. Collaboration must begin from the point of first contact to ensure the equality of both parties, and then continue throughout the duration of the relationship. Here you will learn how to stop doing “for” clients and start doing “with” them. When you achieve this, you will have established long-term partnering relationships that will help you continue to grow your business while helping your clients reach their goals.
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