Selling Skills

If you ask the best sales people, they'll tell you that selling isn't really about 'selling' - it's about 'buying'.  It's about understanding and influencing the buyer to make the decision that is best for them AND most favourable to you.

So do you and your sales people live in the mind space of your clients and potential clients, or are you and they used to thinking in terms of where YOU are at in the sale?

It's easy to tell.  For example, if you ask one of your sales people where they are up to with Joe Bloggs & Co, do they respond with 'we've submitted our proposal ...' or 'Joe is evaluating 3 options ...'.

Both perspectives are important; but it is the buyer who decides!  So we recommend you spend most of your time in your buyers mind space, not your own.  But once you are there ... then what do you do?

This becomes particularly challenging when there are multiple parties to the buying decision.  It's complicated enough when a couple are involved.  When selling high value products and/or services to corporates via a multi-tiered decision making structure, you encounter all the challenges of major account selling.  You may not even meet the ultimate decision maker or makers!  So how do you obtain an appreciation of their needs and wants?

Many models have been developed to assist those who tackle the complex business to business markets.  Among them are positional selling, strategic selling, consultative selling, relationship selling, guerilla marketing, SPIN selling, and many others.  These approaches have a lot to offer those who engage in direct selling as well.

All forms of selling and all markets have their own challenges, and no single model has all the answers.  That is why you need to develop and continuously refine your own selling model, a blend of many, to formulate the one that is best for your particular business and marketplace.

If you and your team can do things differently to your competitors - better than them - you will have yet another competitive edge.  Imitating "Best Practice" is a contradiction in terms.  For example, if all car dealerships were to sell the same cars in the same way, which one would be 'best'?  By definition, there can be only one 'best' practice.

What are you going to do to make sure your business is the best?  When did you actually decide that you will be the 'best'?

We do not run public sales training courses, because we want to help our clients to develop a competitive edge, to make a difference and become the best.  Those who intend to be the best would never send their people to a 'standard' training course.  We bring the learning to you - individually and in groups - helping you to create your own sales methods and culture.  We cover the basics of rapport, need, value, motivation, dealing with objections, closing and follow-up.  We deal with cold calling, scripting, letter writing, and presentation skills.  But we go much deeper into how to practice and improve these skills in your particular business and market, individually and as a group.

Our consultants are not theorists.  They have years of experience and proven results in both direct and major account selling.

We will show you and your team how to create a situation in which your most preferred buyers will only want to buy from you.  Now isn't that what you want?

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