The Sales Bridge
Our 6-Step Model — in Sales Process Development — for B2B Sales Teams
The Sales Bridge — A Sales Training Framework
In order to improve team performance and develop more successful B2B customer relationships, Performance Based Results has created The Sales Bridge, a 6-step model for sales process development. 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.
Creating the Bridge between Sales Reps and Customers
For sales reps, The Sales Bridge acts as a “roadmap” to help guide prospects through their “buying journey.” Simultaneously, for sales managers, it helps pinpoint and assess strengths and weaknesses of a team’s overall performance.
Each Sales Bridge relationship-building step is rooted in seeking value. By training sales teams to ask a series of intuitive, open-ended questions, they learn how to create the bridge between rep and customer. Sales professionals grasp how to:
- Build customer trust
- Uncover hidden emotions
- Identify pain and challenges
- Foster valuable solutions
- Obtain lasting commitment
- Reveal motivations
- Close more deals.
Customization: A Methodology That Fits All Sales Teams
An exciting aspect of The Sales Bridge is how this training methodology can be customized to target specific challenges selling pros face during each step of the relationship-building process. An individual company may need to focus on one particular step, while another will choose three different steps — or all six!
The Sales Bridge 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.
Questions to Build Value-Based Relationships
Our training mission is to create a strategic and systematic, question-based approach that will help your sales team seek and qualify opportunities that are mutually beneficial to both the sales professional and to the prospect — guaranteeing a strong, profitable, win-win relationship.
The Sales Bridge process will transform top sales reps from “product pushers” to valued partners — a training blueprint for selling effectiveness!
Sales Bridge Six Steps
Sales Call Planning and Research. A Crucial First Step.
First sales calls and initial meetings with new clients are important — planning for them is crucial. A doctor would never enter an operating room without knowing which procedure...1. Planning
How to Start a Sales Call. Developing Customer Rapport.
Customer relationships are the bedrock of most businesses. The sales opening is a strategic step in developing that relationship. Building client rapport along with presenting…2. Opening
Discovery Questions. Identifying Customer Wants and Needs.
Sales discovery is the heart of customized sales training. In “Discovery,” crucial information is gathered to construct a well thought-out, insightful sales solution...3. Discovery
Solution Selling Training. Our B2B Value-Based Sales Approach.
In Solution, sales reps utilize insightful information gathered during the Discovery phase to help create a strategic resolution (or solution) that will ensure customer buy-in...4. 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