Programs

The Art and Science of Sales

This one-day program helps salespeople to sell more, optimise price and sell with greater psychological comfort.  Participants focus on:

  • Understanding and articulating their value proposition
  • Employing the eight principles of trust to be a trusted adviser
  • Maintaining a high level of sales contact energy and resilience
  • Applying neuroscience to overcome client objections
  • Using deep listening, positive body language and clear speech
  • Advancing client commitment in the buying cycle

The program is highly interactive with tools that can be immediately applied.

The Psychology of Persuasive Meetings

How persuasive we are in meetings will largely determine the value we create for our clients and organisation.

This program shares content with The Art and Science of Sales but is adapted to people working in professional services including law, accounting, architecture, education, not-for-profits and government agencies.

This half-day program includes:

  • Understanding your value proposition and goal for each meeting
  • Employing the eight principles of trust
  • Applying neuroscience to optimise challenging conversations
  • Generating a positive mental state for confident presentations
  • Using deep listening, positive body language and clear speech

Profile

Elite Sales Profile (ESP)

The Elite Sales Profile (ESP) helps salespeople to succeed now and in the future. The ESP measures the four foundations of sales success:

  1. SALES ROLE MOTIVATION
    This measures the respondent’s sales motivators and absence of sales de-motivators. It includes individual and organisational factors.
  2. SALES GOALS
    This measures the respondent’s sales goal effectiveness and sales goal attainment.
  3. SALES SKILLS
    This measures the core sales skills of the respondent.
  4. SALES CONTACT ENERGY
    This measures the psychological comfort of the respondent to contact customers and the respondent’s contacting behaviours.

The Elite Sales Profile is an excellent complement to the Art and Science of Sales and for 1-1 Sales Coaching.

1:1

1:1 Sales Management Coaching

Sales managers need strong general leadership skills, a profound knowledge of selling, and the ability to get the most out of their salespeople. Today’s sales managers often have increasing sales budgets with the same or less resources.  Our sales coaches help sales managers to drive performance while keeping their salespeople engaged.

1:1 Sales Coaching

Our coaching helps salespeople to excel by aligning their sales motivation, goals, skills, and contact energy. We coach salespeople to persuasively articulate their value proposition and to progress buyers through the buying cycle. This helps salespeople to generate more revenue and to have better careers.  The Elite Sales Profile (ESP) is an excellent complement to 1-1 Sales Coaching.