The Approach
I offer a flexible training solution that starts by identifying what challenges need to be addressed, what’s not working for you, and what you want to change and achieve.
I then tailor your training programme to your business and team. That also includes how and when the training is delivered.
Training programme outcomes
- Achieve higher close-rates of the right kind of customers.
- Reduce risk of client drop-off.
- Save TIME.
- Increase fee income.
- Retain clients for longer.
- Get more insightful and honest answers to your questions during sales meetings.
- Deploy a Question-Flow-Formula that keeps conversations focused, relevant and that resonate.
- Be seen to be, and be respected for the EXPERT you are (not just a salesperson).
- Keep the focus on discussion of needs and solutions, and away from price.
- Build your credibility and trustability in a natural way.
- Build a referral machine.
- Build in a repeat business process.
- Avoid having to give away large portions of your advice/knowledge for free to establish that you are credible.
- Never be stuck for what to say or what to ask – Build a repository of Killer Questions that laser-focuses your sales conversations and elicits data-rich, relevant responses.
- Achieve REAL RESONANCE during your sales conversations.
- Understand why MICRO-PERMISSIONS affect positive outcomes.
- Build an end-to-end BD process that keeps clients with you for longer, earning you more money.
- Cut through the transmission noise and gain complete clarity during your sales conversations.
- Have clients enthusiastically and confidently CHOSE YOU with a high degree of trust.
- Have a fully documented process that you can teach to your team as your business grows.
Challenges and topics we will address as part of your training programme include:
- How to understand what is going on in the mind of potential buyers.
- How are they making their purchase decisions?
- How to deal with hidden approvers?
- How to explicitly communicate how your expertise will help them.
- How to avoid the never-ending sales cycle.
- How to avoid discounting your fees.
- How to structure your pricing or present your pricing.
- How to avoid time-wasters and tyre-kickers.
- How to be recognised as being credible/competent.
- How to avoid being unfairly compared to so-called competitors.
The Results
Following the process that I teach ensures the acquisition of better clients, paying better fees and who stay engaged for longer.
You will earn more income from fewer clients. This will give you more TIME to do the work you want to do. You will be selecting the clients that will bring you the most fulfilling work for the greatest reward.
Your reputation and your personal stock value will increase. You will receive more qualified referred work as your clients will tell their clients and suppliers about the great work they’ve done with you.
You will be able to step off the networking ‘merry-go-round’. Quit getting up at stupid o’clock in the morning to attend noisy, unfocused business events where everyone is talking and no-one is listening, sipping the worst coffee through painfully pulled smiles thinking, “Screw this, there has to be an easier way”.
Get in touch
Tell me about your business, sales challenges and how I can help
