- Discovery Selling® FasTrack Course
- Discovery Selling® Mastery Courses
- Goal Setting
- Ground Rules
- Discovering a Customer’s P.A.I.N./G.A.I.N.
- Investment and Decision Process
- Developing Personal Presence
- Attitude and Motivation
- Vision of Solution and Buying Phases
- Managing the Complex Sale
- Reaching Mutual Agreement
- Effective Questioning and Listening Skills
- The Discovery Selling® Qualification Hierarchy
- How a Lawyer Asks the Right Questions and Listens to Get the Right Answers
- Prospecting and Discovery Olympics
- Selling at the “C” Level
- Financial Selling and Justification
- Pocket MBA for the Sales Professional
- Relationships, Relationships, Relationships!!
- The Difference Makers in Selling!
- Customer Service Training
- About Us
Hiring the right people is only the first step to sales success. Unfortunately, most business owners stop there, and then wonder why sales remain flat. PRG’s Discovery Selling® courses provide employees with the training and tools to dramatically improve sales performance.
1. Discovery Selling® FasTrack Course. The cornerstone of PRG’s sales growth process is its intensive, two-day Discovery Selling® FasTrack Course. Based upon Maslow’s needs hierarchy, the Discovery Selling® process is an innovative approach to sales relationship building. In FasTrack, Students learn to
- set relationship rules
- ask penetrating questions
- develop personal presence
- determine customers’ PAIN/GAIN
- find customer solutions
- and ultimately increase sales performance
With the Discovery Selling® FasTrack Course, Students will greatly increase credibility, customer confidence and ultimately sales performance.
2. Discovery Selling® Mastery Courses. Upon completion of FasTrack, Students then proceed to PRG’s Discovery Selling® Mastery Course. Sales Mastery is actually a series of courses over a twelve month program which delve deep into the art of sales relationship building. Students develop sales negotiation skills, questioning and listening skills, and learn how to maintain a positive and motivated attitude over the long haul. By the reinforcement of good relationship techniques over time, Sales Mastery Students will put all the pieces of Discovery Selling® together in order to become a skilled sales professional and rise to the top of their profession.