WHAT YOU’LL GAIN
What This Program Will Change for You
Master the habits, mindsets, and methods that consistently drive top sales results.
Build effective territory, account and opportunity plans
Develop and implement simple-yet-effective plans that ensure you focus your energies on the most effective areas.
Identify your best-fit prospects and stop wasting time on weak opportunities
Focus your time and energy on the prospects that are most likely to turn into profitable customers.
See every opportunity from your buyer’s perspective
Learn to put yourself in your prospective customer’s shoes - and to understand what really matters to them.
Adapt your strategy based on your customer’s buying decision journey
Recognise whether their purchase is inevitable or discretionary - and whether their journey is familiar or unfamiliar.
Use MEDDPICC+ to qualify more rigorously and forecast more reliably
Understand the dynamics underpinning every opportunity - and use evidence to qualify with clarity.
Conduct sales conversations that actually advance the opportunity
Plan, prepare and manage every conversation and ensure that every participant learns something valuable.
Identify, engage and influence every stakeholder
Ensure that you understand and adapt to the dynamics that drive each of the significant stakeholders.
Sell the need for change as well as the benefits of your solution
Make sure that your customer’s issues and implications are strong enough to ensure they take action.
Craft compelling sales proposals that maximise your chances of winning
Ensure that you always answer your customer’s 4 key questions: Why Change? Why Now? Why You and Why Trust?
Win more deals, more quickly, and earn more money
Increase your win rates, use your time more effectively, exceed your targets, and boost your commissions.
