Solution Selling Training /
Onsite Program
Versatile Salesperson (VSP) Training
Faced with intensifying competition, organizations are focused
on getting their salespeople up to speed more quickly and better
prepared to support their customers' needs. At the same time,
they are searching for new ways to reduce time and expenses,
while still producing sales results.
Cost-saving efforts have driven some
organizations toward e-learning, but many have found that the
obstacles to implementing technology-based training are
difficult to overcome. Inmost cases, facilitator-led learning is
still needed to provide practice and produce lasting results.
LSA has taken a unique approach to
blended learning by fully leveraging multiple learning
technologies. Our mission is to understand your objectives and
provide the right solutions - whether electronic, face-to-face,
or on-the-job - to improve your people's performance.
LSA has created an innovative new
blended learning solution by integrating the best elements of
e-learning with facilitator-led, classroom-based learning and
on-the-job application and coaching. The Versatile Salesperson
(VSP) is a highly effective program designed to help your sales
professionals develop the versatility skills they need to sell
the way customers like to buy. The program teaches interpersonal
versatility, which enables your salespeople to act as
consultants and foster trusting relationships that make strong
connections with customers. We integrate multiple learning and
delivery technologies to enhance the impact of the learning and
the value proposition we offer to your organization.
Program Detail
The sales force is, in large part, responsible for the
relationships between your company and your customers. They are
the front-line representatives, the point where the organization
and the customer meet.
Many sales organizations focus on
developing the strategic and competitive skills of their sales
force to achieve a competitive edge - while overlooking the
foundational skills required for any successful sales effort.
Interpersonal skills are the
foundation from which any strategic or consultative sales
approach can be applied. Without interpersonal skills, the
salesperson will never earn the right to use his or her strategy
skills, nor be consultative.
Today, the essential core capability
for any salesperson includes building trust, confidence, and
satisfaction while advancing the sales process and winning the
business time and again. This requires strong interpersonal
skills and the ability to adapt to the needs of each customer.
In fact, versatility enables a salesperson to foster trusting
relationships. It is this base of trust that allows salespeople
to gather the information necessary for carrying out a complex
sales strategy.
Although customers have disparate
interests, styles, and needs, salespeople often use the same
approach with each one. In some cases it is effective; in others
it is deadly. Customers have come to expect salespeople to sell
to them in ways they want to buy; otherwise, they will give the
business to someone else.
Effective sales communication is
built on understanding the style and business needs of the
customer and, equally important, adapting to and acting on those
needs.
The Versatile Salesperson explores
the behavioral dimensions of assertiveness and responsiveness
and provides a common understanding and language to describe
human behavior. The program moves beyond simply identifying the
Social Style of the salesperson or the customer. It emphasizes
the concept of versatility, which is the essential ability to
adapt one's behavior to meet the concerns and expectations of
others.
Blended Delivery
Our blended approach to The Versatile Salesperson is an
innovative learning experience built for organizations with a
large, widely dispersed sales force that is operating in a
fast-paced, virtual environment. It combines compelling
electronic delivery with a variety of facilitator-led components
and application workshops to create lasting performance
improvement. We work closely with your organization to
understand which methods will be most effective for your
specific situation. The learning experience is enhanced by the
Social Style Profile, a multi-rater instrument that measures
perceived Social Style and versatility. Participants learn to
recognize the four Social Styles, and the needs and expectations
associated with each. As a result, they can plan strategies to
improve their versatility and practice applying style
modification skills in business situations.
A Classroom Approach
The classroom-based option for delivering the core knowledge,
skills, and abilities achieved through The Versatile Salesperson
consists of a flexible, two-day, facilitator-led seminar. This
approach offers salespeople many of the undeniable benefits of
classroom-based learning, including in-person peer-to-peer and
peer-to-instructor interaction, true-to-life skills practice
through role-playing, and immediate face-to-face feedback.
Classroom-based learning has been shown to result in a deep
understanding of the content, and thus increased retention, on
the part of the learner.
An eLearning Approach
The e-learning option (eVSP) for delivering the core knowledge,
skills, and abilities achieved through The Versatile Salesperson
is a highly effective e-learning experience featuring
cutting-edge graphic design, audio elements, interactive
practice exercises, dynamic testing, and practice simulations.
Throughout the various modules, eVSP makes effective use of rich
learning environments to clarify key points and to keep the
learner engaged. These scenarios are designed to include
modalities for presentation and interaction that best match the
particular learning outcome. This design helps participants
transfer the learning to their day-to-day activities more
quickly and establish the fundamentals for lasting behavioral
change in a rewarding, non threatening environment eVSP was
designed as a Web-based solution, but it can easily be combined
with facilitator-led components - including manager support,
reinforcement, and application workshops - for a blended
solution that meets your specific needs. The VSP Advisor, an
electronic support tool that helps salespeople choose the best
approach to real-life customer interactions, is included in
eVSP. There is also a Job Aid Card that can be downloaded or
printed.
Applying VSP Workshop
Applying VSP is a one-day, facilitator-led application workshop
for salespeople and sales managers who have completed The
Versatile Salesperson. The Applying VSP workshop reinforces the
work your salespeople have already done in learning and using
versatility skills, providing the opportunity to practice in
real-life customer situations. During the workshop, participants
gain additional practice in identifying the four Social Styles
and the needs and expectations associated with each distinct
style. Using relevant exercises and scenarios, participants plan
strategies to improve their versatility and practice applying
style modification skills in a business environment.
Participants receive either an Implementation Guide for
Salespeople or an Implementation Guide for Sales Managers, which
provides a transition plan for ensuring the use of versatility
skills on the job. The Implementation Guide for Salespeople lays
out a plan for implementing and reinforcing new versatility
skills and behaviors during the first few weeks back on the job.
The Implementation Guide for Sales Managers is designed to help
sales managers ensure that salespeople use their new skills and
knowledge, ultimately making the most of your organization's
investment in The Versatile Salesperson. The manager's guide
complements the guide that salespeople receive following the
Applying VSP workshop.
Sales professionals, managers, and consultants
To speak with an LSA Expert and learn about program customization and delivery options onsite at your company, please contact us.
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