MCLEAN SELLING SYSTEM
The purpose of a selling system is to equip your salespeople with the sales techniques, knowledge, process, systems, and sales tools to sell proactively and to win consistently.
Sustained success depends on the ability to translate sales skills into sales performance. Even very good sales training, without the tools to support it, has a destructively short half-life.
The McLean Selling System is an integrated, best-practice based portfolio of sales training and sales tools, customized to your sales environment. The objective is to equip the sales organization with the knowledge, processes, tools, and sales techniques to proactively engage in solution based selling tactics. Its modular construct enables us to tailor the selling system to your specific needs. You select the sales techniques & tools that relate to your environment and sales objectives.
A logical, repeatable method for managing the sales cycle and sales territory. Based on an analysis of the success factors needed to win in your environment, the purpose is to equip your sales people with the proper tools to think before they act, plan before they execute, and make the decisions necessary to control the cycle and run their sales territory like a business. They will then be able to make sound decisions on which sales event is appropriate at what point in the cycle.
A New Version of Product Sales Training
A version of product knowledge to equip the salesperson to partner with the customer and sell consultatively: differentiators, business advantages, key buyer profiles, competitive strategies.
To sell effectively in a consultative mode requires the salesperson be equipped with the right customer-focused product sales training and knowledge, which addresses the customer's business needs and pain, as well as their functional issues. These sales tools deliver the product knowledge necessary for the salesperson to partner with the customer and sell consultatively.
McLean Performance Institute will gather this information as we work with you and deliver it in a format for your sales reps to use. This information will also be built upon during the workshop sections of the training.
Sales tools to equip the salesperson with what they need to manage the cycle and individual sales events: cold calls, pipeline/forecasting, executive meetings, presentations, sales calls, proposals, evaluations, client audit/needs assessments, strategic opportunity plans, etc.
All are built upon a consistent, best-practice based model, which ensures ease of implementation and enforces the consultative sales approach of solution based selling.
Complete, modular sales training courses to equip the sales person with the methodology, knowledge, and sales tools and sales techniques to proactively sell business solutions - includes team workshops. Can be purchased separate from the Selling System.
