Training people who sell to help buyers buy
I often say that I don’t work with salespeople… I work with people who happen to sell. And that’s all of us.
My approach
“People are now spending about 40 percent of their time at work… persuading, influencing, and convincing others in ways that don’t involve anyone making a purchase… People consider this aspect of their work crucial to their professional success – even in excess of the considerable amount of time they devote to it.” (To Sell is Human, Daniel Pink.)
In a nutshell, ‘we’re all in sales’.
I take a people-centred approach to training people how to sell, helping them to develop ways of thinking and doing across four main areas:
Mindset
Core skills, such as active listening, asking great questions, storytelling, asking for commitment etc.
Context-specific applications, such as running a great discovery process, writing a compelling proposal etc.
Using the right tools, which can range from simple presentation formats through to the application of heuristics.
I run specific programmes for:
Sales leaders who want to develop the skills needed to effectively lead sales teams to achieve targets
Sales and client services professionals who want to learn how to establish and grow stronger prospect, client and stakeholder relationships, based on trust, and which generate ongoing opportunities
Other professionals (often the people who will be doing the work) who can make a valuable contribution to sales but are inexperienced in that area
I often combine learning programmes with individual follow-up sessions to review progress, discuss experiences, and answer further questions.