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About Me
My coaching programme is the result of 20 years consistently
successful sales and sales leadership performance. In
my last corporate role at Hitachi Capital Vehicle Solutions
I led a sales & account management team that achieved
a 22% year on year increase in sales volume (£147
million) whilst posting record profits for the second
successive year. This achievement was in stark contrast
to industry trends with the company car market suffering
from contraction, confusing legislation and extremely
competitive pricing.
During my career I have won many multi million pound contracts
with household names such as Vodafone, Allianz Cornhill,
Prudential and the NHS. The most significant thing about
these specific examples is that no customer relationship
existed before their evaluation processes began. In each
case the 10 Sales Motivation competencies were used to
first identify the opportunity and then create an innovative,
bespoke solution that really engaged the decision makers.
In summary it was the value of and not the cost
of my proposition that successfully moved these
prospects through the six stage sales pipeline process.
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Every business leader wants to sell on value not
cost!
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In most markets evaluating supplier differential is becoming
increasingly difficult for buyers to assess. More than
ever it is the salesperson who is required to use their
knowledge and skills to create that all important difference.
With business proposals becoming increasingly complex
and typically reviewed by professional procurement specialists,
the focus on quality has never been higher. Ensuring that
any proposal is mutually beneficial in
terms of cost and service delivery is fast becoming an
art form that is going to require ever increasing levels
of sales competency.
Based on real life experiences I can talk fluently about
the attributes that make a professional salesperson. I
know that when applied skilfully the 10 Sales Motivation
competencies can turn even the remotest of prospects into
customers.
The Competencies
The success of my programme is based on developing positive
attitudes supported by the right habits and behaviours.
The powerful 10 sales competencies are:
1. Attitude
2. Time Management
3. Prospecting
4. Planning
5. Sales Process Skills
6.Presentation Skills
7. Literacy
8. Product Knowledge
9. Company Knowledge
10. Competitor Knowledge
By focusing specifically on the needs of each individual
we eliminate the potential waste of time and money. Our
competencies only cover the areas that really make a difference
to sales success. What is the point in being an expert
in body language if you don't know your products? In this
circumstance the major benefit of this skill will be your
ability to recognise, long before the decision is communicated
verbally, that you are not going to win the business!!
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Salespeople who are fluent in these 10 sales competencies will produce stunning results!!
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Benefits
Below we have listed just some of the benefits the Sales
Motivation programme will provide:
- An ability to identify exactly who you want to do
business with
- The ability to use product knowledge and sales skills
to create a compelling proposition
- A clearly defined sales framework covering 10 key
competencies
- An ability to measure sales team performance consistently
and fairly
- Creation of a positive, can do attitude amongst
individuals and teams
- Proactive time management
- Reduced exposure to the dreaded "sales shadow"
should any of your top performers leave
- Proactive time management
- Reduced exposure to the dreaded "sales shadow"
should any of your top performers leave
- Confidence to invest in specific training with relevance
to every participant firmly established
- A powerful tool for assessing candidate competency
& suitability at interview
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