In a competitive marketplace, the salesperson who best understands the client’s needs has a distinct advantage. Many salespeople know how to listen for a need and then match a solution to that need. Learning to discover much more than simple connections can yield great rewards. Differentiating on the basis of superior client knowledge helps provide a sustainable competitive advantage. Better information about complex client situations lets the salesperson create high-value solutions for clients and achieve improved sales results.

Program Overview

Researched and developed by Wilson Learning, Turning Information into Sales (TIS), salespeople will be provided with tools to effectively discover business needs, identify what matters, and apply it in successful sales. They will develop the essential ability to discover information needed to create highly satisfactory and compelling solutions. During this 1 day workshop, participants will focus on the following key learnings:

Impact of Information and Sales Process
How missing information leads to lost sales and unsatisfactory solutions and how a fundamental sales approach (Relate-Discover-Advocate-Support) can be leveraged to improve sales by improving the Discover step.

The 7P® Model
How to identify gaps in information about a client’s organization, and gather useful insights about an opportunity in terms of Purpose, Positioning, Plans, sales-trainingPower, Process, People, and Product and how to apply that insight to improve a potential solution.

The 3-level Technique
How to structure their listening to gather better information and ask appropriate questions to uncover the meaning and importance behind the facts.

I2S Planner
How to apply the tools and techniques to specific client opportunities, with guidance from peers and facilitator, using the “Information To Sales” planning tool.

Enabling Improved Performance
Turning Information into Sales (TIS) features various performance application, reinforcement, and support tools, such as a Job Aid Card and the “I2S” Planner mentioned above. These tools ensure that participants can hone newly acquired skills and behaviors upon returning to work. Involving managers early on and training them to coach on advanced discovery is also important for successful TIS implementation.

As an additional option, both individual coaching and follow-up sessions can provide extra reinforcement, accountability, and continuity as the newly advanced discovery skills become an essential part of how salespeople work.

Program Benefits

Impact of Information and Sales Process
Be able to recognize how inadequate information reduces their ability to create compelling solutions and how it will also limit sales.

The 7P® Model
Be able to improve the scope of information they can apply to an opportunity and improve their solution. Be able to reach more people at different levels in the client organization.

The 3-level Technique
Be able to turn information into intelligence by gathering better insight into the importance of the client business situation. Be able to go beyond the facts to learn meaning and business importance.

I2S Planner
Have concrete, implementable plans to improve an opportunity within a key account.

Program Details

Session Length:  1 Day Program available
Participant Materials:  Participant Guide, job aid card, eLearning follow-up modules

The three module Turning Information into Sales program is typically delivered in a classroom setting but can be delivered in a blended classroom and electronic approach. NuVue Business Solutions works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.

Contact NuVue Business Solutions at 800-688-8310 or 919-562-5599 to see how we can help develop your Sales Team and produce business results.

Turning Information into Sales Fact Sheet

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