PEERS - World Class Selling Skills^sm

Premise

Today's highly effective salespeople view their role as valuable, and see themselves as a member of an outstanding profession with its own set of skills and technology. They understand that how they establish, build and maintain relationships is the key to their success. They know that enthusiasm for their profession, coupled with core skills, sound strategies, and mutual respect for others are the foundation for building collaborative selling relationships that add value for their customers.

The professionals who embrace the challenge, who seek to learn and practice CORE selling skills, who strive to keep pace with business events and issues, and who respect and solicit the ideas of others are unequivocally poised to succeed in today’s highly competitive environment.

The PEERS Program

Whether one is new to the selling profession, or a seasoned veteran, PEERS will help salespeople discover revitalize their commitment to selling.  The PEERS program offers participants the opportunity to develop and apply critical sales skills - those identified as making the difference between highly effective and average performers.

PEERS provides salespeople with skills that help them align with their customer's business needs and understand how their customer makes decisions.

The PEERS name and acronym - Position, Explore, Educate, Recommend, Satisfy - was deliberately selected to convey the customer expectation that the sales interaction will be a collaborative, side-by-side experience. The focus of the interaction is on the customer, and the customer is a PEER or equal. The role of the salesperson is to engage the customer in the interaction in ways that encourage both to work together to solve business issues.

No matter what one sells, in which markets or to what type of customer, PEERS provides a powerful methodology for involving customers and gaining their confidence and commitment in business-to-business settings.

Learning Objectives

After completing this workshop, participants will be able to:

• Assess their own performance against key characteristics of highly effective salespeople.
• Prepare call openings that position value, set a professional tone, and establish agreement for the direction of the call.
• Apply a proven process to acquire in-depth knowledge of a customer's circumstances, needs, and strategic business issues.
• Develop possible solutions through effective, thought-provoking questioning.
• Involve customers by focusing primarily on their unique situation, challenges and circumstances.
• Listen actively in order to gain a thorough understanding of the customer's needs and conditions of satisfaction.
• Educate customers through mutual exploration of the benefits of a solution that meets their requirements.
• Recommend solutions in a way that demonstrates value and compels action.
• Respond appropriately to customers concerns, negative feedback and different types of doubt.

View the entire PEERS Fact Sheet (pdf)

© Copyright Sales Effectiveness, Inc. - All rights reserved.

For more information, contact:

Sales Effectiveness, Inc.
570 W Crossville Rd Suite 103
Roswell, GA 30075
770-552-6612
www.saleseffectiveness.com