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THE STAR PROCESS Handout
1.
THE STAR PROCESS© TRAINING Current
Market Challenge: Today’s highly sophisticated customers are looking for supplier partners to offer insights that will improve their performance. Yet companies typically only teach product knowledge to their front line teams, which make it impossible to graduate to “business partner” status with key accounts. The STAR (Strategic Thinking Accelerating Results) Process© teaches the strategic thinking skills required for reps to become partners to their best accounts. Course Description: The STAR Process© program is an advanced selling skills course designed to teach sales professionals to think like business owners. Attendees will learn critical strategic thinking and planning skills designed to elevate their customer strategies and become the business partner that their customers desire. The STAR Process© teaches reps to become the “problem finder” who offers insights and ideas that will help customers move their businesses forward. The STAR Process© training is highly interactive and utilizes over 20 real world scenarios to reinforce the concepts learned. Deliverables: Attendees of the STAR Process© training will learn the following: A proven sales process that will lead sales reps to think and act like business owners, not product sellers. How to understand the current and emerging market trends willaffecttheir sales strategies. Answers the question of “Why do I have to change?” for sales professionals. Strategic thinking and planning skills required to elevate the relationship from supplier to “partner” status with key accounts. Tools to help sales reps remain relevant to customers in the face of new, non-traditional competitors, changing demographics, and internal productivity teams. How to understand what’s really important, at all levels, to customers. How to define value in the customer’s terms, not product terms. About Mark Matthews: Mark Matthews created the initial version STAR Process© training in 1992 and to date has trained over 1,700 sales professionals and managers on this process, generating millions of dollars in new revenue. Mark is an accomplished business leader, successfully leading businesses from green field start ups to billion dollar companies. Under his direction, his teams have consistently come in ahead of budget and have outperformed the market.
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