For many years, the average South African salesperson has been "deal driven" – “I’ll close this deal, then move on to the next.” The result of that sales strategy is that it places the supplier in the position of “one of many” – there is no long-lasting value-based commercial relationship. “Deals” are done based on immediate need and a price list. The result being that the supplier is then participating in a price-driven "auction", managed by the client!
Today’s client requires a fair price, high quality and above all, a value-driven commercial relationship with the supplier. Therefore, we need salespeople that can close on the transactional sale and at the same time have a future focussed, value-driven business conversation with the client, that will bring them back for more.
Understanding and addressing a client’s unique needs is crucial in sales. When a salesperson takes the time to explore, analyse and construct a result or solution specific to the clients requirements, it builds trust and demonstrates genuine interest in solving the client’s problems. This "specific to your business" approach leads to higher client satisfaction and loyalty.
My sales coaching program takes your salespeople from a purely deal-driven strategy to a value-driven, solution-focussed commercial relationship strategy.
The corporate Sales coaching program is done with a group of no more than 15 managers at a time; in an organisation.
Contact me on the form below or call me now on 082 456 5481, for you and I to have an in-depth discussion - or a few - about your unique reasons for requiring this program, your specific challenges and your expectations of the results.
The Individual Sales coaching program is done with one manager at a time.
Contact me on the form below or call me now on 082 456 5481, for you and I to have an in-depth discussion - or a few - about your unique reasons for requiring this program, your specific challenges and your expectations of the results, either for yourself, or for a manager in your organisation.