Gone are the dark days of high-pressure sales tactics. There
is no room in today's business climate for such an approach. Today,
it is the consultative Selling style that breeds and builds
long
term relationships that will be successful.
As such, the selling skills, tools, strategies and tactics underpin
a consultative influencing style, rather than a hard-nosed, pushy
style. Yet, salespeople by their very name are engaged to make
sales. That is why they are there! Therefore, it is the use of a
subtle blend of influencing skills and
personal power, along with
the initiation of sales approaches and strategies that provide a
unique formula for success.
Our approach to improving our selling and influencing skills is in
three prime ways:
1. Introduction and coaching on basic skills and tools
2. The review and implementation of a range of advanced skills and
tools
3. A personal, one to one coaching approach to helping individual
needs
All proposals and programmes are designed specifically to suit
individual team needs so no 'off the shelf' programmes here. We do
not run 'open' courses where you will find a range of companies from
varying product backgrounds.
All programmes are designed for a sales team of varying size within
one company. Research would be carried out looking at things such
as, although not exclusively:
- The type of customer you sell to
- Your sales cycle
- Why people buy from you today?
- Current skill levels and desired competencies
- Product and service offering
- Competitive propositions
The programme, which may well turn out to be modular, can be run on
or off your premises and day of the week.
We focus very much in the face to face selling environment, although
we also carry out a number of telephone sales assignments. The
programme would focus very much on the needs and objectives of your
team, although it could well embrace things such as:
- How to find and qualify worthwhile leads
- How to make making appointments more successful than ever before
- How to build an influential, organised approach to face to face
sales
- How to build trust and rapport at an early stage
- How to motivate a potential customer to want buy from you
- How to uncover real needs and wants in a
prospective customer
- How to deliver powerful and influential presentations
- How to facilitate a 'consultative' style agreement process
Our much talked about style of facilitation is open, fun, dynamic,
relevant, powerful, non-threatening and above all, a proven success!
The first step would be for us to gain a better understanding of
your needs and objectives to help determine the shape of the
programme. This could involve discussing issues with individual
members of the team.
Once you have approved the programme, and the necessary preparation
had been done, the programme (that could be modular in style) would
commence over a sustained period.
If you are looking to improve the effectiveness of your sales team's
skills and efforts and seek better results, take the first step to
those results and call us today.
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