What is Proselling?
ProSelling is a simple approach to developing sales strategy. The term comes from a combination of the words Professional and Selling. The word, "professional" describes a level of attainment of expertise, but also refers to the manner in which proficient salespeople approach their customers and prospects.
ProSelling breaks the sales process into four phases: Preparing, Learning, Communicating, and Evaluating. Professionals work as dilligently away from customers as they do when they are in front of them. In fact, nearly half of the efforts of successful sales professionals take place in the office, at the computer, or on the phone.
ProSelling suggests two primary tools for experienced sales professionals: Discovery and Co-Creating value. Both of these tools are used to augment the skills that experienced professionals have developed through years of training and trial. Discovery focuses on organizing knowledge about the customer. Co-Creating value involves the customer in planning solutions
ProSelling provides several resources. A written text and supporting materials can be used by learners to develop or sharpen basic sales skills. For instructors, a complete set of visual aids, multi-media presentation material, course design materials, activities, and assessment items help make the preparation process for teaching as simple as possible. For professionals, customized approaches to help develop sales professionals and managers are developed. These include customized written materials, in-person presentations and consulting.
To learn more, contact us!