DQ SELLING BY WHITTEN & ROY

Most people believe that selling is the art of convincing customers to buy: a process of pitching and persuading that creates significant pressure and dysfunction for customers and salespeople.

Effective selling is a process of developing the decision intelligence of customers and clients, equipping them to make the best possible buying decision, regardless of the final outcome. When you learn how to do this, sales increase and selling becomes a profession to be proud of.

Revolutionize the way your clients sell. 

WHY IS SALES TRAINING IMPORTANT?

How a company sells reveals its true vision, mission, and values. Companies try to increase impact and profitability by training and coaching in management, leadership, data tracking, and culture change. All of these are good ways to develop people, but they only affect selling indirectly, and it is sales that creates impact and profit.

To transform selling, you must address the unnoticed assumptions that salespeople and their leaders have about selling.

 Dr. Roy Whitten and Scott Roy, along with their team of sales consultants, have delivered thousands of trainings to hundreds of companies in over 50 countries. Consistently, they have found that when you transform sales, you drive transformation throughout a company. Conversely, if you fail to transform sales, all other transformational work is set aside as “good experience, but ineffective.” 

HOW THE COURSE WORKS

Professor Neil Rackham's research shows that 87% of normal classroom training is lost as people return to their every day work. The DQ Selling training approach counters this very human tendency through intensity and flexibility: 13 hours of training, delivered in 8 modules which can be conducted in-person or via video conference, over two full days or modules spread over weeks, according to a schedule that works best for your clients.

Using a detailed manual, facilitators will guide participants through a transformational training course, supported by an interactive participant workbook and 16 videos where Scott and Roy present key understandings and practices throughout the DQ Selling course.

WHAT IT TAKES TO FACILITATE DQ SELLING

One of Scott's early mentors used to say: “You can’t lead where you won’t go, and you can’t teach what you don’t know.” 

You will master how to train DQ Selling by first learning to do it yourself and then applying the skills to your own work. This will enable you to learn more and more about how to train others to transform their own ability to sell. 

In addition to the DQ Selling course, you may want to expand your professional offerings to include individual or small-group coaching for both sales and sales management staff once they’ve been trained in the DQ Selling practices.

Many of the principles and skills in the DQ Selling course are explored in Roy and Scott’s international bestselling book: Decision Intelligence Selling: Transform the Way Your People Sell.