For many years, the average South African salesperson has been a transactional salesperson – “I’ll close this deal, then move on to the next.” The result of that sales strategy is that it fills the order book but places the supplier in the position of “one of many” – there is no long-lasting value-based business relationship. “Deals” are done based on immediate need and a price list.

 

Today’s client however, and even more so in the Covid-driven environment that we find ourselves in requires a fair price, high quality and above all, a value driven relationship with the supplier. A relationship where the client is asking, “What are you going to do to make my business better, safer and more cost effective. What role are you going to play in helping my business grow?”. That is the conversation that your client wants to have with the salesperson, and if that is not the content of the conversation, price becomes the deciding factor. Therefore, we need salespeople that have the skill to have a future focussed, value driven conversation with the client.

 

Psychology tells us that when people “buy” a value-driven relationship, in the decision-making process price becomes the secondary consideration.

 

My work is to take salespeople from a deal-driven mentality to a value-driven commercial relationship strategy.

 

The sales programme is designed to take salespeople at different levels of experience, and allow them to:

 

1. think and plan strategically by understanding the client emotionally and intellectually, as well as understanding the practical issues in the client company. (Future focussed, value driven conversation).
2. create an environment in which the client wants to buy, rather than be sold to
3. present a value driven service strategy through a value driven conversation.
4. maximise opportunities for business with the client

 

In addition, the programme will allow salespeople to learn self-discipline and self-motivation, as well as providing the confidence that a personalised skill imparts.