Thought for the Day
“Problems are only opportunities in work clothes” – Henry J Kaiser
Selling in Competitive Times
The topic for my March workshop was how to speed up your sales process and get better results
We looked at our individual sales style by completing a Sales Style diagnostic – Which of these are you?
- Hard Worker
- A Relationship Builder
- Challenger
- A Lone Wolf
- A Reactive Problem Solver
The key question is which of these sales styles is the most successful? – According to recent research by CEB it’s the Challenger not the Relationship Builder! This approach opens the door but we still have to sell our product or service
We looked at a New Model for High Performance and spent some time answering the following critical question on differentiation – Why should my customer buy from me instead of my competitors?
We then went on to look at some tools to help prepare for sales meeting including the inevitable negotiations
The top reasons for gaining approval for a sale are:
- Increase sales
- Reduce costs
- Enhance the customer experience
- Improve Productivity
- Increase Employee Engagement
Finally, we looked at what changes we could make to our sales process to simplify, cut out steps and boost our sales effectiveness
How can you use these ideas boost your sales success?
Featured Video
The Challenger Sale from CEB:
Based on what the Best Companies are doing
Recommended by Neil Rackhman the author of SPIN Selling
Just follow this link:
https://www.youtube.com/watch?v=ibJQhFoQ3N8
Business Support
For several years now I have been running a successful Coaching Group for Professionals which meets four times a year for half a day to work on common issues as well as one 2 one coaching. Action Learning Workshops mean I bring along tools and processes that help us solve the problem that we are addressing and every member takes away something of value to them and their business.
I am launching, in partnership with PortfolioExec, an affordable Peer Group for SME Business Owners and Senior Managers. The reason for joining such a Group is summed up by the Japanese proverb “None of us is as smart as all of us”
The Benefits of being a member of a Portfolio Peer Group are:
- Our unique solution revolves around being part of a group of like minded
business people that meets every other month to work on common issues
- Guided by an experienced Chair
- Access to our unique online Business diagnostic
- We guarantee that none of your competitors will be in your Group
- Signposting to a consortium of expert providers of affordable business support services
- Menu of additional pay as you go options such as one 2 one coaching and special topic workshops
How the Portfolio Peer Group works:
A Peer Group will be made up of business owners and senior managers. The ideal grouping will comprise between 8 and 12. The group will meet bi-monthly for half a day where the challenges will be set by the SME-owner participants themselves.
Peer Groups will be tiered – Tier 1 being businesses under £500K t/o so that both problems and support are reflective of the group as a whole.
The Investment:
The overriding aim is to offer a professional support platform on an affordable basis.
Basic engagement in a Peer Group will start from only £50 per month in Tier 1.
If you would like to join either the Professionals Coaching Group or the Portfolio Peer Group, or know of anyone who would benefit, contact me by email alan@mrwcs.com or phone 07860 813444