SalesAbility BOOST

Microlearn & Spaced Self-Learning

Exclusive Digital Sales Training To Multiply Sales Performance

The first and only digital sales training with multiple applications/benefits to grow skills and performance:

ONBOARDING: A running start for every new hire, no delay waiting for a selling class, creates career motivation, cuts churn
SALES SKILLS CORE SELLING: Replace or add reinforcement to basic sales training class while enhancing sales skills and content
INFIELD DEVELOPMENT: Sales rep can use digital course for review plus Peak Performance Playbook (3P) for exercises and growth
RESCUE PLATEAUED/UNDER-PERFORMERS: Coach or sales manager can use course/tools to zero in, correct skill challenges

Porter Henry & Co. Curriculum

The six powerful modules and peak performance playbook are below. Preview a free module & experience the benefits of BOOST.

Introduction

About Your Instructor Will Voelkel

SalesAbility Boost Purchase/Sales Strategy

SalesAbility Boost Agenda

Welcome to Module 1: SalesAbility Boost

Module 1 Agenda

SalesAbility Boost Purchase/Sales Strategy

Purchase Process

SalesAbility Boost Purchase & Sales Strategy

Why Customers & Prospects Buy

Total Offering (1-6)

Customer Priorities

Examples: Product and Service Needs

Business Concerns

Which stages are missing from the SalesAbility BOOST Purchase and Sales Strategy Model?

Answers: Identifying Missing Stages and Concerns of SalesAbility BOOST Model

Application 2- Identifying Stages and Concerns

Application 2 Answers: Identifying Stages and Concerns

SalesAbility Boost Purchase and Sales Strategy

Considerations of a Sales Call

Watch a Sales Call Video

Video Debrief

Apply These Concepts to your Opportunities

SalesAbility Boost Purchase & Sales Strategy

Module 2: Planning The Call (2-1)

Module 2, Planning The Call (2-2)

SalesAbility Boost Purchase/Sales Strategy (2-3)

Sales Call Planner Steps (2-4)

Sales Call Planner (2-5)

Sales Call Objective Criteria (2-6)

Application 3 - Sales Call Objective (2-7)

Application 3 Feedback - Sales Call Objective (2-8)

First Impressions (2-9)

Opening The Sales Call (2-10)

Building Rapport (2-11)

Opening The Sales Call (2-12)

Application 4 – Effective Sales Openers (2-13)

Application 4 Feedback – Effective Sales Openers (2-14)

Adding Impact

Sample Sales Call Opener

Sample Sales Call

Video Debrief - The Opener (2-17)

“What If” Challenges From Decision-Maker At Opening (2-18)

Assignment: Set Objectives and Plan Openers for Two Sales Calls

Module 3: Identifying Priorities (3-1)

Salesability Boost Purchase/Sales Strategy (3-2)

Common Selling Challenges (3-3)

Module 3, Identifying Priorities (3-4)

Focus Questions (3-5)

F.O.C.U.S (3-6)

Sample Focus Questions (Financial) 3-7

Sample Focus Questions (Organizational) 3-8

Sample Focus Questions (Customer Priorities) 3-9

Sample Focus Questions (Usage And Measurement) 3-10

Sample Focus Questions 3-11

What else? (3-12)

Activity – Focus Questions (3-13)

Activity – Focus Questions Responses (3-14)

Advance Questions Help You (3-15)

Advance Questions Inquire About

Activity – Advance Questions

Activity - Advance Questions - Responses

“What If” Challenges From Decision-Making In Focus Stage

Activity: Watch A Sales Call In Action

Watch a Sales Call

Video Debrief

Salesability Boost Purchase/Sales Strategy

Assignment: Apply These Skills To Your Opportunities

Relating and Reinforcing Benefits (4-1)

Relating And Reinforcing Benefits (4-2)

Salesability Purchase/Sales Strategy (4-3)

Features Vs. Benefits (4-4)

Activity - Differentiating Features and Benefits (4-5)

Activity Feedback - Differentiating Features and Benefits (4-6)

Activity - Relating Features and Benefits to Priorities (4-7)

Activity - Relating Features and Benefits to Priorities (4-8)

Presenting Benefits (4-9)

Benefits Of Using Proofs (4-10)

Using Visuals Effectively (4-11)

Using Visuals Effectively (4-12)

Third-Party Proof Guidelines (4-13)

“What If” Challenges From Decision-Maker In Presentation Stage (4-14)

Features Vs. Benefits (4-15)

Review Module 4 Slides

Activity: Watch a Sales Call in Action (4-19)

Video Sales Call Lesson

Video Debrief (4-20)

SalesAbility Boost Purchase/Sales Strategy (4-20 )

Assignment: Apply These Skills to Your Opportunities (4-22)

Obtaining and Handling Feedback (5-1)

Obtaining & Handling Feedback - Agenda (5-2)

SalesAbility Purchase/Sales Strategy (5-3)

Why and How to Obtain Feedback (5-4)

SalesAbility Purchase/Sales Strategy (5-5)

Handling Customer Objections - 4 Steps (5-6)

4 Types of Negative Feedback (5-7)

Handling Doubt (5-8)

Handling Satisfaction With the Status Quo (5-9)

Handling An Unfulfilled Priority (5-10)

Handling A Price Objection (5-11)

Activity-Handling Satisfaction Objections (5-12)

Activity Feedback - Handling Satisfaction (5-13)

Activity - Handling Unfulfilled Priority Objections (5-14)

Activity - Feedback Handling Unfulfilled Priority Objections (5-15)

Activity - Handling Price Objections (5-16)

Activity - Responses Handling Price Objections (5-17)

How To Optimize Positive Feedback (5-18)

"What If" Challenges In Obtaining and Handling Feedback (5-19)

SalesAbility Boost Purchase/Sales Strategy (5-20)

Review: How To Obtain Feedback (5-21)

Activity: Watch a Sales Call in Action (5-22)

Sales Call Video

Video Debrief (5-23)

Assignment: Apply These Skills to Your Opportunities (5-24)

Welcome to Module 6: Gaining Commitment (6-1)

Gaining Commitment (6-2)

SalesAbility Boost Purchase/Sales Strategy (6-3)

When to Ask for A Commitment (6-4)

How to Gain Commitment - 4 Steps (6-5)

3 Ways To Ask For A Commitment (6-6)

Activity - Gaining Commitment (6-7)

Activity - Feedback on Handling Gaining Commitment (6-8)

"What If" Challenges From Decision-Maker In the Decision Stage (6-9)

Activity: Watch a Sales Call in Action (6-13)

Module 6: Sales Call In Action

Video Debrief (6-14)

Conduct A Post-Call Analysis (6-15)

Assignment: Apply These Skills to Your Opportunities (6-16)

SalesAbility BOOST: Course Completion, Assessment and Certification (7-1)

Certification and Resources (7-2)

Dynamic Development Drill

Peak Performance Playbook (3P) (7-4)

Peak Performance Playbook (3P) PDF

Dynamic Development Drill

Benefits of SalesAbilityBOOST

SalesAbility Boost spaced modules to support self-study. reduces learning time from a group classroom workshop and scales onboarding
Dynamic Develop Drill (3D), directed by trainer/manager (live or virtual) optimizes SalesAbility skills to boost/measure growth
Peak Performance Playbook (3P) career boost reinforcement for top 24 selling skills, added practice with SalesQuota Simulation, and implement self-coaching/practice.

Training over 30,000+ superstar sales reps

Supercharging your Sales Team for High Performance, Less Churn and More Revenue!

Powerful & Effective Sales training

The core of Porter Henry programs includes three key elements: current and unique content, ample practice exercises, and insightful feedback-driven learning. The training is strategically crafted, always incorporating the latest insights from experts and Fortune 500-1000 partners. And, the extensive practice tools are integrated to ensure effective learning and skill adoption. Moreover, the targeted feedback approach enables individuals to understand their progress and make necessary improvements in their job performance.

Dean Karrel, Director of Sales

Wiley

Customer Focused Sales Training

I've effectively utilized the Porter Henry programs across three distinct companies and industries, yielding excellent outcomes. The material consistently maintains a contemporary edge- I've successfully tailored these programs to cater to diverse learning needs, especially in international virtual training settings. Moreover, the response to my guidance in SalesAbility classes has been exceptionally positive, earning praise for their practical relevance, especially in terms of aligning the sales process with the buyer's journey, a crucial aspect.

Joan Capua, Global Sales, Learning & Development Manager

Taylor & Francis, a Division of Informa

Firm Foundation of Sales Skills Training

This was the flagship program of Colgate-Palmolive's worldwide curriculum for developing account executives and presented a firm foundation on which to build professional selling skills. The customizable case studies and real-world examples reflected the global selling environment in which Colgate sales professionals operated, whether they were dealing in direct or indirect trade channels, developed or developing marketplaces, high-tech or low-tech sales environments.

Antonia Pennisi, Sales Training Manager

Colgate-Palmolive

SalesAbility Embedded Into Work Culture

Our collaborative partnership with SalesAbility's training curriculum was perfectly tailored to our non-profit's unique needs, involving partners and shareholders. Through diverse learning methods like workshops, virtual webinars, personalized coaching, video tutorials, and monthly newsletters with an engagement platform, our teams fully embraced consultative selling. We even named it "D3," and these concepts are now ingrained in our work culture, with 'D3' becoming a verb among our partners.

Trudy Wastweet, President

Midwest Dairy

Dynamic Impact Sales Programs

In my nearly two decades of sales experience, Porter Henry And Co. stands out among all the sales training programs I've encountered. Their modules impart practical skills and knowledge, instantly applicable in the daily sales challenges. These tools elevated my performance and turned me into a strategic sales leader. Positive class evaluations and a high rate of repeat orders clearly demonstrate the tangible difference their programs make.

Edysen Shin, President

Ace Learnings

Optimal and Singular Solution for Sales Training

Schneider Electric, a prominent global equipment manufacturer, faced persistent and unpredictable price reductions initiated by multiple sales teams and dealers. Porter Henry Co., provided comprehensive negotiation and selling training for a vast sales force comprising thousands of individuals. Their expertise and Value-Added Negotiating workshop helped align our product offerings and organizational context, integrating essential selling skills to cater to diverse pricing scenarios.

Juliet Lampson, Sales Training Manager

Schneider Electric

Bulk Group Pricing

Package One

$6000

Licenses for up to 10 reps

Peak Performance Playbook

Real World Application

Tested at Fortune 500 companies

On-Demand Access 24/7

33% Savings

Package Two

$10,000

Licenses for up to 20 seats

Peak Performance Playbook

Real World Application

Tested at Fortune 500 companies

On-Demand Access 24/7

Custom Pricing

Accessible Group Pricing

Reduces Churn

Speeds up onboarding

Popular for large company training