TAKE CONTROL OF THE SALE

Controller Selling Training

Take Results to The Next Level with Challenger Inspired Sales Training

Teach, Tailor and Take Control of The Sale

Teach, Tailor and Take Control of the Sale

From Salespeople To Trusted Advisors. BALANCING PERSUASIVENESS WITH TACT TO CLOSE MORE BIG DEALS.

With the help of vast amounts of information on the internet, today’s buyer is armed with plenty of knowledge of products and services but find it difficult to make sense of it all – resulting in ‘analysis paralysis’.

Because of this, today’s sales reps need to take control of the sale. In Controller Selling, participants can learn cutting edge sales techniques that complement the Challenger Sale methodology. These techniques can help customers understand and feel confident in making buying decisions.

SALES REPS TRAINED

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E-LEARNING STUDENTS

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SIGNS YOUR TEAM NEEDS TO TAKE CONTROL OF THE SALE

They aren't getting enough 'face-time' with buyers.

The fact is, today B2B buyers only spend 17% of the total purchase journey with sales reps. With millennials replacing older professionals it’s important to be aware that 44% of millennials prefer no interaction with sales representatives in B2B settings. As a result, it’s important for your reps to be equipped with advanced selling techniques so they can reach these prospects and present in a way that relates to them.

Too many jobs are lost to the client deciding to 'do nothing'

B2B buyers are overwhelmed with information about complex solutions, affecting their willingness to buy. So much so that customers who report encountering overwhelming amounts of information are 54% less likely to purchase. Advanced Selling helps customers make sense of all of the information they’ve gathered and makes it easier for them to buy from you.

Excessive time is wasted on 'free consulting' for clients who end up not buying

Consultative selling might build relationships, but it doesn’t deliver the best sales results. Instead reps need to be equipped with the skills to advise their prospects on ideal solutions, while also gaining commitment along the way.

Do the statements above sound familiar? Then it’s time to implement SOCO’s Challenger Sale inspired Challenger Selling skills so your team can be confident and competent enough to take major deals over the line.

ADVANCE YOUR SALES SKILLS WITH OUR CHALLENGER INSPIRED SALES TRAINING

Take Your Sales Skills to New Heights With Our Comprehensive Controller Selling Training That Complements Challenger Sales

Why learn challenger inspired selling techniques with SOCO®?

Fans of Challenger Sales training come to us to equip their teams with the skills needed to:

Represent themselves as experts.
Build relationships with key decision-makers.
Tailor presentations on an advanced level.
Take control of the sale.

We help your sales reps become valued partners who know how to increase sales, rather than just taking orders.

Reps need this Challenger Inspired Sales approach to earn respect and close big sales with important clients.

Controller Selling Training is for seasoned sales professionals who must learn to assert themselves and push for the sale when necessary. s

Who is Controller Sales Training for?

Controller Selling is for experienced salespeople who are ready to start taking of control of their sales process. It teaches them how to confidently take charge of a sale without seeming pushy or arrogant. Fans of Challenger Sales training chose SOCO®‘s Advance Selling Training for its balance of persuasiveness and tact.

Duration

1-3 Days In-Person Training Multiple 120 Minute VILT Sessions

For who

Seasoned Sales Professionals

Format

Live Workshop or
Virtual Instructor-Led Training

CONTROLLER SELLING TRAINING

Course Outline

Challenger INSPIRED Sales Course - Where Top Sales Performers are Made

Equip Your Team With Controller Sales Strategies to Become Star Performers

What our clients have to say about US

      
   SOCO/ Sales Training
   21 Google reviews 
  Write a review 
  
 
 
   
 
 
        
   Roshni Hewamallika 
 2024-08-16
 
 
  Amazing learning and coaching experience from SOCO. Highly recommend the training for sales teams and leaders.
  
 
       
   Rodrigo Ferreira 
 2024-04-20
 
 
  A great sales training company with excellent training options. I highly recommend it.
  
 
       
   Chau Tran 
 2024-01-29
 
 
  Thanks Mr. Jason and Soco. I had great training days in Malaysia with Mr. Jason 🤘. Great experiences and received good and helpful advice and skills for sales job ! High recommendation for Sales courses
  
 
       
   Admissions Manager 
 2023-11-19
 
 
  It was an engaging session with lots of tips that the team was able to use in their daily work. Tom was excellent in connecting with various people within the team and kept them involved in the discussions. Highly recommended.
  
 
       
   Fred Fischer 
 2023-10-11
 
 
  The SOCO team facilitated a workshop that exceeded our (already high) expectations.  Engagement from our sales team, especially those disgruntled to have been taken out of the field, was phenomenal....I could not have achieved our learning objectives w/o SOCO's assistance.  I am looking forward to leveraging your team again soon.
  
 
       
   TIPWAN WONGPAN 
 2023-08-23
 
 
  Thank you for sales skills and knowledge sharing. It was a fruitful training. So much fun and Tom encouraged me a lot.
  
 
       
   Laura Chong 
 2023-07-31
 
 
  Great session with Allen! He was knowledgeable and tailored the session to our needs. Session was engaging as well with the use of roleplays.
  
 
       
   A Google User 
 2023-05-29
 
 
  Great training provider, was attentive and ready to assist with any requests. Would definitely use them again for other training needs.
  
 
       
   Jason Cabute 
 2022-10-27
 
 
  We had the training sometime in September. We appreciate the great course, and it has helped us to better serve our customers.
  
 
       
   Jon Cronin 
 2022-01-28
 
 
  Engaging, thoughtful training with a real insight into the world of sales.

CONTROLLER SELLING TRAINING

What Is The Challenger Sale Methodology?

The Challenger Sale is a sales methodology that teaches sales reps how to challenge prospect’s assumptions and offer insights to differentiate from the competition.

Watch this video to learn more about SOCO’s take on Challenger Sales Training and the best way to implement it.

Navigate Complex Sales with Confidence

Tailor your Approach to Meet Diverse Stakeholder Interests

Best Training and Facilitation Skills

WHY companies CHOOSE SOCO

SOCO/ has won awards at the HR Vendors of the Year awards since 2014. These awards include Best Sales Training Provider, Best Digital Learning Provider, and Best Training and Facilitation Skills.

Industry-leading companies choose SOCO Sales Training to train their teams for a few key reasons:

WHAT ARE CHALLENGER SALES TECHNIQUES?

The challenger sales methodology is used by salespeople to attract customers, form connections, and successfully complete more sales.

By using advanced selling techniques, your top performers can better understand customers’ needs and behavior. This will allow them to adapt to different selling situations.

WHAT DOES A CHALLENGER SELLER LOOK LIKE?

The Challenger seller can adapt to different situations and customer needs. They use different selling techniques that allows them to handle any sales challenge.

They take control of the sale by teaching, tailoring, and taking control of the sales process in every way.

Not only do they have a deep understanding of the customer’s business and challenges, but they can also provide unique insights that the customer may not have considered.

Advanced sellers challenge customers’ assumptions and push them to think differently about their business and the necessary solutions. They are fearless in taking control of the sales conversation and guiding the customer towards a solution in their best interest.

Advanced sellers are strategic and consultative, using their expertise to provide value to customers and stand out from competitors. They focus on building long-term customer relationships and helping them achieve their business goals.

Wondering if you have advanced sellers in your organisation? Here are some of the traits of advanced sellers and what they look like:

WHAT ARE THE 5 TYPES OF SALES REPS ACCORDING TO CHALLENGER SALES?

The Challenger Sales model identifies five distinct types of sales representatives based on their approaches and behaviors. Firstly, there's the "Hard Worker," characterized by diligence and persistence but may struggle to tailor their pitch effectively. The "Challenger" is the second type, known for their ability to push customers out of their comfort zones by providing valuable insights and challenging their assumptions.

The "Relationship Builder" focuses on establishing strong connections with clients, while the "Lone Wolf" operates independently, relying on their intuition and charisma. Lastly, the "Problem Solver" excels at finding solutions for customers but may avoid disrupting the status quo. The Challenger Sales framework suggests that the most successful salespeople are those who can combine the strengths of these types, with a particular emphasis on the Challenger approach.

WHAT'S THE DIFFERENCE BETWEEN CHALLENGER SALES TRAINING AND SOCO'S CONTROLLER SELLING TRAINING?

Controller Selling is SOCO's sales methodology that is for experienced sales reps who are ready to learn how to take control of the sale. Our methodology complements Challenger Sales Training while putting more of a focus on finding a balance between 'taking control' and tact.

•Spotify•

•Salesforce•

•QuickBooks•

•MAERSK•

•Hewlett-Packard•

ON-GOING SUPPORT AFTER TRAINING

Reinforcement
Content

SOCO provides 4-12 weeks of content after the workshop to help reinforce the in-class learning.

Post Training Evaluation

We conduct an in-depth assessment of the learners post training to evaluate what they learnt and how they will implement it.

ROI Maximizer & Next Steps

To ensure you get the most out of the training and your investment we conduct a debrief call to highlight next steps needed and recommendations on how to maximize effectiveness.

HERE'S A PEEK INTO OUR TRAINING SESSIONS

FREQUENTLY ASKED QUESTIONS (FAQ)

Why is Controller Sales training important for your team?

Controller sales training is crucial for your team because it equips your sales professionals with the knowledge and skills needed to excel in a competitive marketplace. It enhances their ability to build relationships, close deals, and adapt to changing customer expectations, ultimately driving revenue growth.

Should I hire a sales trainer?

Yes, hiring a sales trainer can be a valuable investment for your sales team.

An external sales trainer brings several advantages:

Diverse Experience: External trainers have experience training different companies and industries, allowing them to share best practices and insights from various sources.
Continuous Learning: External trainers are constantly updating their knowledge and techniques, ensuring that they bring fresh and up-to-date strategies to your team.
Objective Perspective: External trainers offer an objective view of your team's strengths and weaknesses, providing unbiased feedback and tailored training solutions.

As compared to an internal trainer, these are some of the insights that they may not have. By hiring an external sales trainer, you can leverage their expertise to help your sales team perform at their best and stay competitive in the market.

What is the average cost for Challenger Sales training?

The average cost of Challenger Sales training can vary significantly depending on the provider and duration of the training. Companies can expect to pay between $400 to thousands per learner. Getting sales training direct from Gartner would be on the higher end. Here are SOCO we offer Advanced Selling that complements the Challenger Sale while focusing on finding balance between persuasiveness and tact.

What are the program delivery options?

Advanced Selling training can be delivered live in-person, live-virtually, via e-learning or a combination of methods referred to as 'blended learning'.

How long are the training sessions?

Training sessions can vary in length to accommodate different needs. They can be delivered as short 120 minute sessions delivered via web conferencing software or can span 1-3 days in-person.

This flexibility allows us to cater to your preferences and scheduling constraints, ensuring everyone can receive the training they need no matter how busy they are.

What is covered in a Controller sales training session?

Our Controller Sales Training Course is a comprehensive program designed to empower your sales team with the knowledge and skills needed to excel in a competitive marketplace. In this course, we cover a wide range of critical topics, including:

Understanding Your Customer's Business:

Learn to analyze your customers' businesses, identify their challenges, and recognize opportunities for tailored solutions.

Educating Your Customer to Differentiate:

Discover how to effectively communicate the unique value your products or services offer, setting your offerings apart from the competition.

Building Relationships with Key Decision Makers:

Develop strategies to connect with and influence key decision-makers within client organizations.

Creating Your Partnering Strategy:

Foster long-term client relationships by aligning your solutions with their strategic goals and collaborating as partners.

Tailoring Your Presentation:

Customize your sales presentations to address customer-specific needs, preferences, and pain points.

Taking Control of the Sale:

Learn techniques to assertively lead the sales process, address objections, and guide clients to confident purchasing decisions.

How can I measure the ROI (Return on Investment) of sales training for our company?

Measuring the ROI of sales training involves tracking key performance indicators (KPIs) before and after the training to assess the impact on your business. Examples of some of the KPIs tracked include increased sales revenue, higher closing rates, improved customer satisfaction, and shorter sales cycles.

Which countries/locations can you provide training for?

We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations including all APAC countries, Europe, Canada, and North America. Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives. Our global reach ensures that businesses in different countries can benefit from our expertise in optimizing B2B sales teams.