The Sales Bridge
Our 6-Step Customer Relationship Model — for B2B Sales Team Training
The Sales Bridge — A Sales Training Framework
In order to improve team performance and develop more profitable customer relationships, Performance Based Results has created a 6-step sales training model. This effective selling methodology is the framework for all our programs. It provides the structure that will enable your reps to navigate and excel at each phase of the sales process.
Building Relationships by Asking Better Questions
The Sales Bridge serves as a roadmap to pinpoint the strengths and weaknesses of your sales team. Each relationship-building step is rooted in seeking value by asking smart, intuitive questions. Our expert training will help sales reps develop questions that will engage customers, build trust, identify pain, foster solutions, obtain lasting commitment, and of course, close more deals. It’s a training blueprint for sales effectiveness.
A Methodology That Fits All Sales Teams
The exciting aspect of this selling methodology is how it can be customized to target the specific sales training challenges your reps face during each step of the sales process. One company may need to focus on one particular step, while another will choose three steps (or all six). Our model can be adapted and expanded to fit any industry or market. For instance, an organization that specializes in life-saving medical devices in Mississippi will have different training needs than a high-end agricultural equipment dealer in Saskatchewan.
Creating Value-Based Relationships
Our mission is to create a strategic, systematic training approach that will help your sales team seek and qualify opportunities that are mutually beneficial to the sales professional and to the customer. Our Sales Bridge methodology transforms sales reps from “product pushers” to valued partners!
Sales Bridge Six Steps
Sales Call Planning and Research — Information is Power!
Sales calls are important, and planning for them is crucial. A doctor would never walk into an operating room without knowing what procedure was being performed, and a lawyer would...1. Planning
The opening gives you a chance to accomplish a number of important objectives. The first is to seek out the gatekeepers and decision-makers who can influence the sale. You must get the customer’s attention and circumvent any initial sales objections. Then create a solid foundation of trust and rapport.Opening
Discovery—the process of revealing facts and information—reduces uncertainties and risk. It provides the foundation for achieving the insight required for successful outcomes. Asking the right questions to establish customer commitment and learning to really listen are essential.Discovery
Solution selling is a special approach to sales. The care and handling of customers becomes even more important to business success. Rather than just promote an existing product, a salesperson should focus on the customer’s pains and address how their product or services can constitute a true “solution.”Solution
Obtaining a sales commitment forms the culmination of a successful sales process. The close of a sales negotiation is one of the most important aspects of the sales negotiation process. A successful close marks the beginning of a long and perennial relationship between you and your customer.Commitment
It’s simple. We know that in order for any of our sales training solutions to be successful—your organization’s sales leadership must be an integral part of that solution. Keeping your people motivated will assure that selling behaviors are going to change and that you will set up the proper environment for success.Follow-Up