Buyers now choose the problems they want to solve and when they want to solve them. They choose when they want to see a salesperson and often who specifically they want to deal with.
Buyers want to work collaboratively and achieve common goals, working extremely closely to develop new solutions to challenging problems.
Modernising the sales profession through sales education
If less than 10% of salespeople meet the expectations of their customers, how can we change this?
The situation : The world has moved on
As we move into a new era of selling, the way you sell is becoming less and less effective. More customers are demanding that salespeople align with how they want to be sold to.
CUSTOMERS HAVE CHANGED: Misaligned expectations
WASTED EFFORT: Sales training is only short-term
Companies spend billions on the latest technologies in the Knowledge Era to make sales training more effective. But Gartner studies report that 87% of sales reps forget their training within 30 days.
Frighteningly, the search for a new competitive advantage has driven companies to employ sales training and selling systems that are centred around supplier-centric behaviour.
In an ideal world
There is a disconnect between customer expectations and the reality of sales.
Customers now require an environment of trust, where their world is understood, where ideas are brought to them and where they can be appropriately challenged.
DEVELOPING OUR UNDERSTANDING : A new direction
As part of his PhD research, Dr Phil Squire discovered that it is the experience of working with organisations, their values and their purpose that will ultimately drive the buying decisions.
Discover The Sales Mindsets : Changing Sales Mindsets
To improve sales performance in this new era, through our research, we've discovered the top four positive sales values and mindsets that customers want to see in salespeople.
Introducing the sales mindsets-
authenticity
Originality of thought and ideas helps salespeople to stand out. Together with transparency, unpretentiousness and sincerity creates a climate of trust in the origin of new sales ideas.
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client-centricity
Not just understanding the customer but their entire ecosystem, including partners, suppliers, customers and competitors. Always searching for new ways add value to their business.
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proactive creativity
More strategic thinking, being one step ahead, coming up with big, small, or even crazy ideas the customer hasn’t thought about before. All grounded in trust developed in the first 2 mindsets.
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tactful audacity
Knowing how far to go without going too far. Very difficult to do if the customer is not well known. Emotional intelligence coupled with courage without challenging inappropriately.
COMMUNICATING THE MESSAGE : Embedding the mindsets into your salespeople
Sales Business School
Giving salespeople the tools to transform at an individual level through the new way of sales education.
Sales Transformation
Working collaboratively with each of our clients to find bespoke and ongoing solutions to their sales challenges
