The Performance Factor for Sales program is structured to first identify ‘the customer’ as it relates to the different roles and then to consider the unique variables that each salesperson may encounter due to the nature of their role. Next we look at the different personalities of our customers and what strategies we need to deploy in each case to be effective.

The body of the program is about understanding the Sales Methodology that we utilise and how to execute the necessary activities at each phase of the sales process. Through a creative and supportive learning environment, I encourage participants to work together to create their own individual sales persona, i.e. the habits and behaviours that attribute to working in a productive sales team. Utilising the collective experience in the room we will be sharing stories and strategies in order to challenge our current way of thinking and to stimulate change.

Modules Covered:

1) Prospecting: first contact with a potential customer, first stages of assessing whether there is a need, leveraging your CRM and networking skills.

2) Opportunity Qualification: usually the first face-to-face engagement, establishing rapport, starting a relationship, starting to identify hot buttons and areas of concern, dealing with first objections.

3) Opportunity Identification: typically the second engagement, further defining the customers needs, further qualifying whether they have the means and are the right fit for our product or service.

4) Delivering a Specific Proposal: based on all the information that you have gathered so far, put together a package that you believe addresses the customer’s areas of concern, costs and benefits, a compelling value proposition.

5) Gaining Agreement: final stage of the sales cycle when the customer is ready to provide a ‘yes’ to put you to work and make things happen.