New Horizons’ 'Smarter Selling' program is based on the best-selling book Smarter Selling by Keith Dugdale and David Lambert. This book is available at Dymocks, or complimentary to all New Horizons’ Smarter Selling course attendees. The program helps you to develop strategies to differentiate your sales approach from your competitors, through behavioural flexibility and value-laden questioning. It also assists salespeople/professionals move from the more common social, technical and ad-hoc sales relationships to strong partner relationships. This creates greater revenue possibilities.
The tactics and strategies learned will help remove the pressure that is often felt from both sides in the sales process. This makes the process more enjoyable for both the seller and the buyer.
Target Audience:
This course is a must for anyone in a sales or business development position that has ongoing or repeat customers/clients. It is extremely beneficial for professional people who provide expertise or technical advice but also who need to attract new business, such as Accountants, Lawyers, Architects and Engineers.
Pre-requisites:
You will need to fill out an Octagon™ Assessment to identify your behaviours in specific sales processes. Participants are also encouraged to come with some problem-clients in mind. If a person is new to the field of sales or business development then cases will be provided.
Key Participant Benefits:
Have stronger relationships with clients through behavioural flexibility
Make the sales process more relaxed for both parties by shifting the focus
Have your clients eager to deal with you by adding more value in each interaction
Take the pressure off cold calling by flipping the locus of control
Make more money through getting greater notice of issues in the pipeline
Key Business Benefits
Differentiates you from your organisation from your competitors through your sales approach not just your offering
Allows greater revenue potential and higher life-expenditure per buyer due to enhanced understanding and partner relationship development
Offers greater ability to predict sales targets due to a more open interaction from the customer/client
Ease of management for Sales Managers because participants have greater skill levels and motivation
At Course Completion:
Participants will leave the course with a certificate of attendance and an individualised action plan to help support next steps on return to the workplace.
More importantly you will have developed skills and knowledge to:
Develop strategies to differentiate your sales approach from your competitors via various approaches
Recognise how you are perceived by others and change that perception (if necessary) by behavioural flexibility
Be aware of the relationship you have with different buyers and know how to change the nature of those relationships
Identify buyer types and roles and adjust the approach needed for each different buyer through your behaviour
Prioritise your precious time and energy more effectively in the places where it will be rewarded through the identification of price-busters, deal-hunters and value buyers
Initiate buyer interactions in a way that signals your clear focus on the buyers needs
Engage in a needs identification process that is open, free from manipulation and enjoyable for the buyer
Collaborate with your buyers to jointly identify and evaluate opportunities/problems and potential solutions
Present your ideas credibly and persuasively
Prove that you can do what you say you can do
Engage the buyer on a different level so both parties can see the big-picture
