The ultimate ROI – tangible business results.
SalesSHIFT programs provide the thinking and the skills to succeed in B2B selling today. We create awareness of your leveragable strengths and of your unproductive blind spots. When you act in context of this new knowledge and skill, the results are immediate.
Chris beat out six competitors in a cut throat bid by shifting his approach with procurement.
Chris is a seasoned sales professional. He sells and executes sales motivation programs and strategic business events to mid and large sized organizations in North America. Chris and his colleagues spent three days in intensive training, the focus of which was not to teach them how to sell, but rather to “course correct” their approach to assure the greatest success in a highly competitive market. The results?
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Involving his proposal development team in these early client meetings enabled the entire planning team to “make decisions that were ever mindful of what was most important to this client.” And, in the words of his client, the proposal “hit the mark.”
To quote Chris, “What’s changed for me is that for every important client meeting, I review my notes from your training just to remind me to always put myself in the clients shoes and to always focus on what is important to them so that I can do my best to satisfy their requirements… so far it has paid off more than I could have ever imagined. I’ve been selling in various industries for 16 years now… I only now feel like a true professional!”
Peter shifted his thinking, and immediately increased revenue from his client by over 300%.
A 17 year veteran in newspaper advertizing sales, Peter was skeptical coming into the three days sales training. He had been selling to many of his customers for 17 years. He knew them, knew what they wanted, and knew how they bought. He had a strong sales track record. What would he learn?
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Peter’s comments on the outcome: “The obvious advance that I made in the sales process was this – before, I was just another sales representative to them. Now I am a media partner and valued consultant to their business. By applying the same technique for all of my customers, I am confident that I will grow my business with existing advertisers and get the largest benefit possible from any new advertisers.”
Chris came out of the black hole to close a $540,000 deal.
Chris is one of over 100 technology reps that went through “phase one” of sales methodology training sponsored by his company last year. At the end of the four day process he came to me seeking advice about a proposal he was writing.
He shared that one of his prospects had disappeared into the “black hole.” The customer was not responding to his phone calls or requests for further information and Chris was concerned this would seriously hamper his likelihood of submitting a winning bid.
Based on the training we had just delivered, I had two questions for Chris…
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The light bulb went on immediately. Chris realized that he was out of sync with his customer. The customer was at a completely different stage of the sales process. Chris needed to step back to align with his customer. He returned to his office and invested the time and energy to apply what he had learned to get aligned with his customer – earning himself a powerful win worth $540,000.
To quote Chris: “My victory over the other company was not justified on price as we were more expensive… I have to admit I owe much of this success to your approach… It put more work on my plate because I kind of had to start over, but based on the outcome it was far more than worth it.”
Alex improved his access rate by 66% in under a month.
By most people’s standards Alex is already a highly successful sales manager. Selling a relatively new online media product to a very traditional market, he was averaging four new meetings from ten telephone calls. An enviable access rate for many – but Alex wanted to do better.
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What contributed to his success?
- Replacing the traditional “numbers” mentality with a mindset of “focus and leverage.”
- Diligently doing the “right homework” prior to each call.
- Shifting the focus of his message to get the immediate attention of each prospect.
- Understanding his customer’s perspective through emphasis on discovery.
Debbie closed a $40,000 deal at the first meeting with a new client.
Debbie is the account manager with a Canadian corporate event planning company. She was preparing for a meeting with a new US-based client who was sourcing a local expert to assist with the grand opening of their first Canadian office/showroom location – and she needed help.
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What contributed to Debbie’s success?
- Diligent preparation and reviewing her call plan in the class ahead of time.
- Realizing there was a “gap” in terms of one critical and unanswered customer-centric question.
- Dedicating time to explore this question with the client in the meeting so that the customer took away a powerful insight about her situation.
- The client coming to her own conclusion (as a result of this exploration) that she needed Debbie’s company on her team.
Want more information about how our custom training programs and sales effectiveness services will impact your business results? Or looking for insights on your own sales challenges? 