SALES CONSULTANCY
SALES ENABLEMENT
People are your most valuable resource. In the company. Everybody sells whether they realise it or not. Every employee is your representative. As such, it pays dividends to invest in their development and when we talk development in sales skills, that translates directly to results on your bottom line. To "enable" a person, means to provide them with insights, train them with new skills and broaden their horizons as individuals, as team players, and eventually as part of your management culture. This academy process is one that we foster. You see it elsewhere in business, professional sports, and education. People are naturally open to learning at whatever age or skill level they may be and to nurture that early, reaps rewards many times over.
SALES TRAINING
We offer various types of sales education, ranging from:
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1:1 sales coaching for personal performance improvement
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Inside sales training (telephone based)
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Field sales personnel for new business and account growth
In the programme we offer:
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Basic Sales 101's for new recruits
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Building pipeline
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Getting the customer to "YES"
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Presentations and Presenting
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Objection Handling
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Value Selling
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Negotiating
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Large Deal Workshops
VALUE SELLING
Many sales folks think that selling "value" is about the value you have in your own products and services - and to some extent that is true. However, the customer wants you to sell them the value it gives to them and that is not always the same thing. So, we look at this from both perspectives and see where they join-up and how your value proposition should be framed in terms of value to the customer in business terms. Mastery of this approach accelerates your results and gets the customer to "YES" earlier.
TRAINING vs COACHING
Training is often associated with one-off events. The session ends and the materials are handed over and the trainees are left to use their own time and initiative to make it work for them. But rarely is there a follow-up. On the other hand, coaching is a longer-term, more continuous process that embraces the needs of the individual or team and builds development of skills accordingly, and more importantly, builds on practical implementation, review of results, modify and progress. Coaching is therefore more of a commitment but is an investment well worth making.
PRESENTATIONS & PRESENTING
People Buy
People First
We develop 'killer' sales presentation decks that offer your customers relevant insights to your business, products and services and make compelling value propositions that tip them in your favour. However, few people are natural born presenters yet we help everybody overcome their fear of speaking in front of other people, be it a small or large audience. The more you practice, the more proficient you become, so this is a very hands-on, practical training method that all employees can benefit from.
VIRTUAL SELLING
According to recent surveys, buyers prefer digital interaction with sellers and the adoption rate has jumped significantly since COVID forced remote working and for many since, WFH became a proper workplace.
Yet in their opinions of sales effectiveness in the virtual marketplace, sellers are not significantly impacting purchasing decisions due to their lack of preparedness or inability to manage the technology properly. It seems that even experienced sellers can forget the basic sales 101s in the confusion to manage the new media and modus operandi. With a little education from us, self-organisation and adoption of new tools, this can change.
