When you partner with us to implement your integrated, enterprise-wide selling system, you can expect measurable results in 16 distinct areas:
1. More effective management of complex, big dollar deals: Win the Big Ones by gaining a better understanding of the Politics of larger organizations. Learn how to successfully navigate situations involving multiple decision-makers form multiple departments, outside consultants, committees and unexpected participants.
2. A shorter selling cycle: Develop strong up-front agreements with prospective clients early in the selling cycle that exactly define a step-by-step plan that will bring the process to an outcome within a mutually acceptable time frame, such that the 21st Century definition of "a closer" becomes a sales person who can skillfully bring a situation to an outcome.
3. Higher comfort level calling high: Develop a sales readiness tool kit that quickly gives your reps the expertise to establish credibility at the highest levels. Truly understanding your prospective client (their challenges and their vision) is far more powerful than demonstrating your product knowledge or its wizardry.
4. Weeding out non-buyers earlier: Your time and your company’s resources are extraordinarily valuable! Your prospect must earn them. Facilitate your prospect convincing you early on that their needs are of sufficient importance to justify their firm commitment to a thorough evaluation of your proposed solution.
5. More effective prospecting: Utilize a fresh, non-traditional approach to capture your prospect’s interest and imagination on the first call. Then, quickly help them discover why it is in their best interest to invite you in!
6. Less discounting: Price is never the real issue! Sales reps will gain the confidence and skill to shift the buyer’s focus from the price of your solution to: (a) the cost of not implementing your solution, and (b) their return on investment. If your customer really has the conviction that they’ll get a significantly better return per invested dollar by going with you, they’ll be glad to pay more!
7. Higher per sale average: Your sales reps will gain the confidence, patience and control required to do a thorough needs analysis before proposing any solution, as opposed to the "typical rep’s" emotional need to address each sales issue as it surfaces in the conversation. This honest, comprehensive approach maximizes each opportunity by ensuring no money is left on the table, and that customers are totally satisfied.
8. Better relationships with prospects and clients: Create a climate of trust and respect through the utilization of a system where every conversation differentiates you from the stereotypical, I-centered, pushy sales person. Experience the satisfaction of having your clients say, "Not only do your sales people listen to me, they truly understand me."
9. Higher closing ratios in competitive situations: Through your superior knowledge of your prospect’s needs, and the precise execution of an up-front agreement (as stated above), you will differentiate your solution, and yourself, from your competition.
10. Lower cost per sale: Through the more precise qualification of prospective clients, precious resources previously wasted on non-buyers in unwarranted evaluation processes, demos, on-sites, trials, and prototypes are now more productively allocated.
11. More effective negotiations: Bring about successful outcomes while making no unilateral concessions. Never give anything away unless you’re getting something comparable, or of greater value in return.
12. More effective team selling: Experience the power of a sales team where every member is 100% bought-in to the exact same sales model. Every member always knows
where they are in the process, what their exact role is and, every communication, both internal and external, is utterly precise.
13. More accurate forecasting: By achieving meaningful milestones throughout the selling cycle, the projected probability of a deal coming to fruition is within a significantly smaller margin of error. In addition, mechanisms are installed to protect the integrity of the overall forecasting system.
14. Higher activity level per sales rep: "The greatest motivator for a professional sales person is winning." Tom Peters, In Search of Excellence. Fresh new tactics and strategies that really work deliver the kind of wins on a minute-by-minute basis that creates a ground-swell of excitement and activity.
15. Better internal communication: The consensus gained through effective implementation of an integrated, enterprise-wide sales system and the common language to describe it, ensures every internal conversation between members of the sales team - managers, sales reps, sales engineers, consultants, etc. - is more precise and efficient.
16. An overall increase in morale: Optimum morale is attained when your people feel good about and believe in: (a) themselves (b) their company, and (c) their market. One of the most important benefits of a successful implementation is sustainable improvement in all three areas.
