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STAR - Sales Competency Training System |
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A Breakthrough in Training
The STAR Sales Competency Training System includes cutting-edge methods and tools for competency development. Unlike sales training seminars, which target knowledge and skills only, this system focuses on 20 core competencies, essential to all salespeople. STAR is available in English, German, Portuguese, and Spanish.
The system approach utilized in the STAR Competency Training System is firmly grounded in research on competency development and performance improvement. Each of the five modules covers four competencies from the STAR Sales Assessment. Participants prepare for workshops with self-study programs on CD-ROMs. During the workshops, participants explore success factors and gain a thorough understanding of customer needs from the buyer's standpoint. They learn how to observe, evaluate and fine-tune behavior through exercises, case studies, real-life simulations, and role plays.
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Each Trainer Module Includes:
- Trainer Resource Manual
- 20 Video Case Studies
- Reproducible Exercises
- Roleplay Templates
- High quality video
- Competency Checklists
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Each Participant CD-ROM Includes:
- Learning Objectives
- 4 Competency Definitions
- Workshop Preparation Material
- 20 Case Study Analysis Forms
- 20 Video Case Studies
- 2 Critical Incident Forms
Participants prepare for the workshop through excersises and case study analysis with the interactive self-study CD-ROM. This saves valuable time during the workshop and keeps the focus on training rather than lecturing.
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Available Modules
| Self-Management |
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Communication |
Planning - goal setting and time management
Organizing - utilizing and maximizing your resources
Implementing - executing action plans
Controlling - dealing with external and self-control
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Listening - following conversations dynamically
Understanding - interpreting messages accurately
Convincing - conveying complex issues with ease
Achieving - communicating with desired results
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| Working Method |
Potential |
Preserving - focusing on nurturing a customer base
Gaining - prospecting for new customers
Improvising - utilizing flexibility to maximize the results
Systematizing - applying proven concepts and methods
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Changing - adapting well to new situations
Learning - being driven by the desire to progress
Performing - maintaining a high level of productivity
Motivating - selling proactively with a purpose
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| Sales Style Flexiblity |
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Relation-Oriented - cultivating personal connections
Goal-Oriented - taking action and following through
Problem-Oriented - acting as advisor or consultant
Partner-Oriented - building win/win relationships
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