Tough Competition (Sales)
Outsell Competition
Increase Differentiation
Provide More Creative Offerings
Learning Solutions (please contact us to meet and better understand your business)
Creating Competitive Business Solutions (CCBS)
To successfully compete in complex sales environments, salespeople must go beyond personal effectiveness (interpersonal skills) and technical effectiveness (product knowledge). They also need to serve as both consultants and strategists. As consultants, they offer valuable insights from knowledge of their customers’ business processes and discover how to align solutions with the customers’ business processes and strategic priorities. And as strategists, they ensure that client opportunities are beneficial for not only the client, but also for their own selling organization. Creating Competitive Business Solutions (CCBS) helps high-performing salespeople analyze their customers’ business issues to create dynamic business solutions that align with client strategic priorities, provide valuable solutions, and expand opportunities for growth within the account. It equips salespeople with the refined concepts and analytical skills to earn credibility with their executive-level customers. The program also helps salespeople gain access to and work effectively at executive levels by understanding customers’ business and adding value during the sales process. CCBS addresses consultant/strategist skills that enable salespeople to develop valuable solutions that are aligned with customer business priorities. CCBS helps salespeople to communicate credibly with business executives, and to offer solutions that are a priority for customers.
Counsellor Prospecting (CP)
Do you know your cost of sale? Of course you do - but do you also take into consideration all the time and efforts you need to prospect and make the first appointment happen? How many suspects do you call before you get an appointment, and how many appointments do you need to make a sale? An example: a company sells quality management services, and needs to call about 20 customers to get one appointment; about 7 appointments make one sale. Multiplied, that’s about 140 calls to make one sale. How much do 140 calls cost in time and money? Calculate for yourself! Counsellor Prospecting teaches techniques and concepts to narrow down the prospecting process, make it more efficient, and thus shortens the list of suspects. It starts by refining the way to find prospects in the market place, how to access the right point of contact with a high-impact access message, and how to use self-motivating tools to keep going and overcome the obstacle of “call-reluctance”.
Versatile Sales Person (VSP)
Even the most unique, innovative products and services have limited appeal on their own. To respond to customers’ business needs, interests, and priorities better than the competition, salespeople need to add value. This process begins with being able to quickly strike a chord with customers — to make them feel comfortable talking about real business issues. In other words, sales success is as much about the “how” of sales as it is about the “what” of sales. People buy from people they are comfortable with. VSP gives salespeople a simple method for improving their ability to quickly build rapport with customers and prospects of all levels. VSP enables a more comfortable customer experience, offers effective coaching and performance management with a variety of tools, and can increase top line sales performance. Based on solid behavioural research (20 years of research, over 3 million people surveyed; reviewed, updated, and revalidated on a regular basis), The Versatile Salesperson (VSP) is built around a 4- quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others’ Social Styles and temporarily adjust their own to communicate more easily and effectively with others.
Consulting with Clients (CWC)
If your salespeople offer solutions that can mean real change in how your customers do business, resistance to change can stop the sale. Consulting with Clients (CWC) helps your salespeople diagnose the customer’s change-readiness, identify interests and potential allies, and help set your customers up for successful implementation. Helping them succeed from the earliest points pre-sale puts you at their side as an ally, reduces resistance to change and objections, and reduces the percentage of sales that fail to succeed and grow after the contract is signed. Technical salespeople often get great technical training, without time to develop the consulting skills needed to create value for customers. They can answer questions and describe potential solutions, but getting them successfully implemented is elusive. They are surprised by resistance and do not have the skills to consult and advise clients on implementing change. Competitive situations require a new job profile for technical sales, with consulting as important as technological proficiency. CWC offers models and tools to make sense of complexity and help customers prepare for change. The 7-P Model helps analyze a potential change from seven perspectives to uncover where resistance or misalignment could jeopardize success of the change – and the sale. CWC provides tools to enable the salespeople to add value by helping the customer foresee and deal with potential barriers to the change. CWC means fewer deals ending in disappointment for both the sales force and the customer.
Counsellor Sales Person (CSP)
Going to market with unique, high-quality products and services is no longer enough for creating a sustainable competitive advantage. Remaining viable in today’s business environment requires a sales force that can respond to customers’ business needs, priorities, and interests better than the competition. That means that salespeople must be able to quickly discover and understand the business issues related to strategy execution. It all begins with a consultative selling approach — working closely with customers to solve real business problems. The Counselor Salesperson (CSP) is built around a 4-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. Participants discover that having a different attitude, or a Counsellor Mindset, is the first step toward building long-term, win-win customer relationships. CSP establishes a basic philosophy of selling with a common and easily understood approach. CSP provides a win-win approach to selling that emphasizes problem solving from the customer’s point of view.
