Why Train With a Video-Based Simulator?
The STAR Sales Simulator and the STAR Competency Training System are utilized by training departments all over the world to assess and optimize the competencies and performance of their salespeople. This Competency Development System is research-based, field-tested on thousands of salespeople, and proven to create exceptional results. Having competent salespeople is critically important to the success of a company. The fastest and most effective way to develop core sales competencies is not traditional training but a sales simulator. The STAR Sales Simulator is based on an Experiential Learning Model and backed by over 30 years of competency research with more than 3,000 sales professionals. Video-based sales simulations are as close as you can get to real-world scenarios. They are actually better than real situations because they allow you to fail without experiencing the consequences. Product knowledge on its own does not make you successful. You also need core sales competencies to convert your product or service knowledge into buying decisions. In the STAR Sales Simulator, you are confronted with the toughest objections and you observe how top performers respond. Then you get a chance to evaluate these responses. Immediate feedback and repetition sharpen your competencies in no time and help you to reach the highest closing ratio possible.
The single greatest problem in communication is the illusion that it has taken place. — George Bernard Shaw
Cut Your Training Time in Half
Immersive and interactive experiential learning is classroom independent and therefore saves time and money. It is based on recognized Best Practices. The simulator acts as an assessment and training tool through its interactive video scenarios. It provides insight into personal strengths and developmental needs. Best Practice is really critical when it comes to Instructional System Design. Video scenarios not only have to be believable but their content has to reflect exactly what salespeople experience in everyday situations. That means that all the knowledge, attitudes, and skills that make up specific competencies have to be included in the different video case studies. Competencies can only be developed through practice-relevant and evidence-based scenarios.
People learn best not by being told but by experiencing the consequences of their actions. — Dr. Scott B. Parry
Real-World Training = Real-World Results
Experts in training and development are excited because the STAR Sales Simulator has revolutionized training. The video simulations duplicate the best methods of the brightest performers. They are especially excited because the behavioral changes can be guaranteed, and the competency improvements are long-lasting.
Handling Price Objections
Price objections are the number-one challenge for salespeople. They fear losing a sale to price. Being the least expensive won’t get you anywhere. With this simulator, you can quickly develop the competencies to defend your prices and protect your margins. The program will prepare you to avoid price resistance, sell in a price-sensitive environment, gain a pre-emptive selling advantage and respond effectively when a price becomes an issue.
Handling Time Objections
Time objections always pop up at the worst time. For salespeople, a time objection to purchase can be one of the trickiest to overcome. It is difficult to tell whether a customer or prospect is just putting you off or if they really need more time to consider. The simulator empowers you to push past this type of objection and close the deal. You will get to the root of the timing problem and find the real reasons behind the objection. Then you can customize your approach based on your customers’ situation.
Handling Credibility Objections
Let’s assume you have a great product, people want what it does and you can prove it. But they still don’t buy, even after you showed them that buying would be the logical thing to do. That means you have a credibility problem. The simulator provides all the strategies and answers you need to overcome credibility problems. You learn how to handle objections on a logical level and if necessary on an emotional level and establish trust.
Handling Relationship Objections
We all know that it costs more than five times as much to get a new customer as it does to keep an existing one. That should help you understand the value of building relationships with your customers. Breaking into an established personal relationship is not an easy task, but with this simulator, you can develop the most important competency a salesperson needs – creating long-lasting relationships. In relationship selling, you become an important support partner for your customers.
Handling Value Objections
You are in a difficult situation if a prospect or customer does not see the value of your product or service. You can create a mutually acceptable value to avoid objections, but this is not the best way. Customers nowadays are very sophisticated and understand how to explore price for value. Research shows that people don’t buy products, they buy the results the product will give them. The more you focus on values, the less important price becomes.