Sales Cycle for

Compelling Selling

What does it take to ensure prospective clients become actual customers?

While building a sales process can seem complicated, we have found it comes down to three important areas that you will learn:

• Identifying the types of sales conversations and behavioural patterns

• Understanding what success looks like in each of those conversations

• Using your toolkit to execute

Customer Profiling

Customer profiling is defined as:

"a description of a customer, or set of customers, that includes demographic, geographic, and psychographic characteristics, as well as buying patterns, creditworthiness, and purchase history."

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Understanding the characteristics of your customer is vital for successful selling. Learn how to dissect customer data and create selling styles that align with your customers' expectations.

Customer Pains

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Understand the specific problems that your customers are experiencing. Customer pains are often diverse and varied making them difficult to deconstruct.

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Learn how to breakdown the impact of customer pains and offer strategic pain relievers.

Competitive

Advantages

Utilise competitive matrices and analytical tools to position your business way ahead of your competitors.

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Develop the skills to transfer product knowledge into proposals with an outright competitive advantage.

The Gatekeeper

Do you have what it takes to get past the Gatekeeper?

It is important to understand the persona of the Gatekeeper and how you can best work 'WITH' them.

Influencing this person can be as easy as developing a rapport and fostering a relationship each time you communicate with them.

Unravel the complexities and learn the 6 step process of the gatekeeper cycle.

Identifying

Proactive Pathways

Not all proactive pathways are the same.

Being able to identify the most effective pathways from prospecting all the way to closing a sale is a critical skill.

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Learn to analyse key points of influence, customer cues and differentiators required to convert your prospect to a long term customer.

Qualification &

Pipeline Management

Are you qualifying your opportunities effectively?

How do you manage your pipeline?

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Learn the skills behind forensic pipeline accuracy by using a robust qualification framework and our proven process for driving customer commitments.

A sales enablement infrastructure based on over 20 years of expertise.

Positioning Unique

Value Propositions

Remarkable value propositions focus on the pains and gains that matter to your customers.

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Your value proposition is one of the most important elements of your overall customer messaging and essentially tells them why they should do business with you rather than your competitors.

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Positioning your Unique Value Proposition is an art. Learn how to convey your messaging in a way that is superbly irresistible.

Market Segmentation Analysis

Learn to use strategic and tactical thinking when identifying your target market. 

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Your target market is quite often broader and more diverse than you realise. Use strategic tools to widen your commercial catchment and business exposure.

Customer Gains

Customer gains make your customer happy, save effort, time or money. These are the objectives that would make their life and jobs-to-be-done so much easier.

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Learn how to identify the varying levels of customer gains and best practices for mapping value and gain creation.

Selling

Behaviours

Do you know how to adjust your selling behaviours to your customers' needs. 

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Synchronising selling and buying behaviours can be a game changer when it comes to sustainable selling.

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Learn to adjust your selling skills to complement customer buying patterns.

Communication

Styles

The best salespeople know how to modify their communication style to their audience based on their personality.

They understand the same tone and delivery style won’t always work for two different customers. They understand different types of customers expect customised buying experiences.

Learn the communication framework you can use to adapt yourself, your strategy and presentation style to engage your customers and close MORE deals. 

Objection Resolution

& Negotiation

Sell first, negotiate second.

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Too many salespeople are willing to negotiate at the drop of a hat.

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Learn how to reposition your value proposition and ethically leverage biases to influence decision making.

Strategic Sales Tools

Arm yourself with a curated toolkit and mapping frameworks to develop and perfect sales mastery.

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Understand the mindset and develop the skillset needed to become an influential salesperson, activate opportunities, overcome challenges and set the foundation for sales success.