Equip Your Team with a Structured Sales Process
Give your reps a consistent methodology to guide them from uncovering needs to closing the deal.
SOCO SELLING
From Discovery to Close: A Complete Sales Methodology
SOCO Selling - Complete Sales Methodology
a modern framework designed to help your team guide buyers from initial discovery to the final CLOSE.
Sales isn’t a skill one is born with. While some people naturally build relationships well, successfully navigating a B2B deal requires a repeatable process.
If your team is looking for a structured, top-to-bottom sales methodology rather than standalone training sessions, SOCO Selling is built for you.
SOCO Selling is a modernized methodology that takes core elements of deep, consultative selling and combines them with the ability to tactfully challenge a buyer’s perspective. It focuses on balancing deep trust-building with the ability to help guide the narrative and keep the sale moving forward.
Take your team and their results to the next level. Implement the SOCO Selling methodology at your company to help your team build proficiency at every stage of the funnel.
Best Training and Facilitation Skills
Why Companies Choose SOCO
As a multi-year winner of the “Best Sales Training Provider” at the HR Vendors of the Year Awards, we are trusted by industry leaders to deliver high-impact training that resonates in today’s hyper-competitive market. We bring our global training content right into your local market context to make sure it hits home with your team.
Here is why the world’s most ambitious teams choose to partner with SOCO:
- Trusted: Trained Over 50,000 Sales Reps
- Flexible: Training is Customized to Industry
- Cutting-Edge: AI Powered Selling
- Thorough: Pre-Training Learning
- Interactive: Role Playing and Group Discussions
- Measurable Post-Training Evaluation
- Sustainable: Post-Training Reinforcement
Adopt a Modern Approach for Today’s Buyers
Blend deep consultative discovery with the ability to confidently challenge and reshape buyer thinking.
SIGNS YOUR TEAM NEEDS A COMPREHENSIVE SALES SYSTEM
- They start pitching the product before they actually understand the customer's real problem.
- They don't know what to say or do when a prospect pushes back on the price.
- They don't have a clear, step-by-step process to follow for every deal.
- They struggle to explain why your solution is different, making them sound just like your competitors.
- They send one follow-up email and then just sit around waiting for the buyer to reply.
- They have a hard time leading a conversation naturally from the first meeting to asking for the sale.
Why Implement the SOCO Selling Methodology?
New and seasoned sales professionals need consistent training to stay at the top of their game. The world is constantly evolving and so is the way people sell and want to be sold to. The strategies that worked before, don’t work anymore in this era of technology first.Â
Your team benefits most from a unified system. SOCO Selling is a structured framework used by companies to guide reps through the modern sales funnel. Whether it’s asking the right questions to uncover hidden problems, tactfully challenging a buyer’s assumptions, or asking for the business without being pushy, we give your team a reliable playbook.
If you’re ready to drastically improve your team’s results, we will equip them with the knowledge and application skills needed to support your business goals. Help your team learn the methodology needed to smoothly transition more prospects from new leads to closed deals.
By the end of the SOCO Selling program, teams will be able to:
MAINTAIN A RESILIENT MINDSET
Adopt the unshakeable confidence and resilient attitude of elite sales professionals, ensuring your team stays focused, driven, and motivated even through the toughest challenges.
PREPARE STRATEGICALLY FOR MEETINGs
Perform in-depth client research before any meeting to uncover hidden opportunities and deliver powerful, highly relevant presentations that resonate on a deeper business level.
UNCOVER CORE BUSINESS NEEDS
Ask powerful, insightful questions that assess genuine customer needs. Then, confidently propose the precise solutions that directly solve their problems and advance the sale.
NAVIGATE PUSHBACK NATURALLY
Anticipate and neutralize common objections before they can derail a deal. Formulate (and practice) responses that keep the conversation moving and empower your team to negotiate from a position of strength.
ENGAGE KEY DECISION MAKERS
Maintain active, value-driven engagement with key decision-makers throughout the entire complex sales cycle, ensuring your company remains their top-of-mind choice for future opportunities.
TURN CONVERSATIONS INTO CLOSED BUSINESS
You’ll ensure new leads aren’t wasted on untrained reps. Sales teams who undertake SOCO Selling Training will likely make more sales by improving their ability to connect with prospects, understand their needs, and communicate the value of your product or service.
HOW DOES SOCO SELLING COMPARE TO SPIN AND CHALLENGER?
SPIN Selling, The Challenger Sale, and SOCO Selling are all well-known sales frameworks, but they serve different purposes depending on what your team needs to improve.
SOCO SELLING
SOCO Selling is a modernized, end-to-end framework. It takes the deep, empathetic discovery of consultative methods (like SPIN) and combines it with the ability to tactfully introduce new perspectives (like Challenger). Instead of focusing on just one part of the conversation, it provides a balanced, top-to-bottom roadmap. This allows your team to build deep trust early on, while still maintaining the structure needed to guide the narrative and confidently ask for the business.
At SOCO®, we tailor this methodology to your company, the products you sell, and the specific buyers you talk to, ensuring your team has a practical system that actually fits your daily sales cycle.
Guide Prospects from Discovery to Close
Give your reps a clear blueprint to run stronger discovery calls, handle pushback, and ask for the business.
SALES REPS TRAINED
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WHAT OUR CLIENTS HAVE TO SAY ABOUT US
•QuickBooks•
•Great Eastern•
•MAERSK•
•Salesforce•
•Spotify•
PEEK INTO OUR TRAINING SESSIONS​
WHAT OUR CLIENTS SAY
Kyle from SOCO recently facilitated a Sales Training session for our Regional Sales Teams, and it was outstanding. The modules and content flow were perfectly structured, showcasing Kyle’s extensive sales expertise. I particularly appreciated how the role-playing and group activities were tailored to our specific regional challenges.
OLGA MARIE
BUSINESS DEVELOPMENT
Align Your Team on a Single Methodology
Get your entire sales floor speaking the exact same language with a reliable, top-to-bottom framework.
Equip Your Entire Team with a Unified Sales Approach
SOCO Selling training is ideal for anyone in account management, business development, pre-sales, sales, or a customer-facing role where effectively selling the company’s solution is an integral part of what they need to be doing.
Duration
1 to 2-Day In-Person Training or
Multiple 120 minutes VILT
For who
Account Management, Business Development, Pre-sales, Sales or in a customer-facing role
Format
Live Workshop, E-Learning or Virtual Instructor Led Training (VILT)
SOCO SELLING METHODOLOGY
Course Outline
- Assessing needs of prospects
- Presenting your solution
- Handling objections
- Focusing on Value
- Closing methods
Course Objectives
By the end of this workshop, participants should be able to:
Conduct thorough assessments to understand what their prospects truly need. This will enable them to approach sales conversations with a deep understanding of their client’s challenges and goals.
They will be able to communicate the benefits and features of their products or services in a way that aligns with their prospect’s needs.
Acquire techniques for addressing and overcoming objections. This skill is crucial for maintaining a positive dialogue and moving the sales process forward even when faced with resistance.
They will be able to keep the conversation centered on how their solution can positively impact their prospect’s business or life. The ability to focus on the value that a solution provides is essential.
Use their toolkit of strategies to conclude their sales conversations successfully and achieve their desired outcomes.
Turn More Conversations Into Real Opportunities
Equip your reps to navigate complex deals, build stakeholder consensus, and sell on value instead of price.
SOCO SELLING TRAINING PROGRAM MATERIALS
INCLUDED TRAINING MATERIALS
All participants receive complete SOCO Selling workbooks, post-training reinforcement content and certificates of completion.
NEED ON-DEMAND E-LEARNING?
SOCO SELLING ONLINE SALES COURSE
Learn how to sell virtually anywhere, any time with our on-demand e-learning courses.Â
supercharged sales training
AI Powered
Selling
We help your team sell faster and more effectively by incorporating AI into the sales process.
Certificates
of Completion
We provide graduates with certificates verifying mastery of our SOCO Selling methodologies.
Case Studies & Role Plays
We use real-world scenarios to bridge the gap between theory and strategic execution.
Post Training Evaluation
Post training, we evaluate learner mastery and map out the steps needed to implement the new skills.
ROI
Maximizer
We conduct a post-training debrief to outline clear recommendations and ensure maximum ROI.
START LEARNING THE FUNDAMENTALS OF SALES
Get a quote or find out the right pillars and modules for your team. Our experienced program advisors are happy to help.
FREQUENTLY ASKED QUESTIONS (FAQ)
Why is Sales Fundamentals training important for your team?
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 Sales Fundamentals training?
The average cost of Sales Fundamentals training can vary significantly depending on the provider and duration of the training. Companies can expect to pay between $400 to thousands per learner.
What are the program delivery options?
Sales Fundamentals 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 90 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.Â
What is covered in an Sales Fundamentals training session?
A Sales Fundamentals training session covers several key areas to equip team members with the necessary skills for successful selling. In this course, we cover a wide range of critical topics, including:
Assessing Needs of Prospects:
How to identify and understand the specific needs and challenges faced by potential customers
Presenting Your Solution:
Learn the best ways to communicate how your product or service can address the prospect’s needs effectively.
Handling Objections:
This crucial segment provides strategies for responding to and overcoming any concerns or reservations that prospects may express.
Focusing on Value:
How to highlight the benefits and value that your product or service brings to the customer
Closing Methods:
This module covers various techniques and approaches to conclude the sales process and secure a commitment from the customer.
Here are more sales training topics that we can cover for a more customized training program.
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 the United States, Canada, Australia, Europe, and all APAC countries.
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.
Accelerate Ramp-Up Time for New Hires
Onboard your newest reps with a complete, end-to-end sales playbook so they can comfortably navigate deals sooner.
