SALES Knowledge Building
SHOCKING NEWS:     Most Sales People already know "What To Do"

Great Sales People know  "How To Do It"    and   " How to Say It"

BRINGING
KNOWLEDGE TO
THE
POINT-OF-SALE

KNOW YOUR MARKET

BUILD GREAT CUSTOMER
KNOWLEDGE

INVEST IN TRAINING

SELL VALUE

WORK BEST PRACTICE
SALES PROCESS

ENABLE THE PROCESS
AND DELIVER THE
KNOWLEDGE
WITH CRM

SALES MANAGE THE
PROCESS WITH
METRICS AND
COACHING
The Answer:
ARM YOUR SALES PEOPLE WITH GREAT CONTENT

The Sales Knowledge Repository

Building Sales Content - Sales Ready Messaging - "Languaging"

Bringing knowledge to the Point-of-Sale means not only giving sales people Best Practice Sales
Process, but also bringing powerful content that parallels the Process and takes the Sales Person
from knowing What to do to knowing How to do it and What to say

Kensingtonhouse works with Clients to develop their own customized compendium of effective Sales
Content.
  • A Best Practice Sales Communication Kit
  • Email Templates & Letter Templates designed to enhance the sales process

  • Best Practice Prospecting Scripts

  • The most effective Screening & Qualifying Profiles & Check Lists specific to your business

  • Your "Company Song" - The list of the things that truly make your company unique and
    'better" that answers the " What's in it for me?" question

  • The best Probes and Questioning Techniques that "get below the surface" and identify the
    hidden needs and motivations that will make the difference between winning and losing
    the sale.

  • The Best Practice Proposal formats and language to standardize the most effective ways
    to present your solutions to the prospect

  • An "Objection Handling Reference Book" with both the techniques and language to handle
    the toughest and most frequent objections

  • The most effective ways to "Ask For The Order"
KENSINGTONHOUSE LTD
Sales & Marketing Consultants
Strategists Facilitators Implementers Change Agents
We see it time after time in our Best Practices Sales Training sessions even when we're working with
seasoned "sales professionals". These people have anywhere from 8 to 15 years of sales
experience and for the most part have gone through at least 3 to 4 "Sales Training Courses". As we
go through the basic steps in the Sales Process we hear :

"I know I'm supposed to give a short and crisp "credentials speech" that introduces me and my
company, its just that I'm a lousy writer and I don't know how  to pick the right words".

"I know I'm supposed to differentiate my company and my products,
but I just don't know what to say."

"I know I'm supposed to ask open ended questions to uncover needs,
but I don't know how to ask the right ones."

"I know I'm supposed to  handle objections by showing empathy and then responding,
but I just don't  have the right words".