Smarter Selling®

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(4.29 out of 5 )

2 Days $0

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.

  • Understanding your own behaviour in sales situations
  • How to read the buyers behaviour
  • Matching the buyers behaviour
  • The different types of relationship you can have with your buyers
  • What your current relationships are like
  • Improving the relationship with your buyers
  • The importance of control
  • Getting confidence through structure
  • Opening meetings by explaining the value to the buyer
  • The different types of organisational buyer
  • The different types of individual buyer
  • Your balance of buyer types
  • Changing the types of buyer you deal with
  • Surface questions to get facts
  • Hunt questions to get facts
  • Adjust questions to get permission or confirmation
  • Paint questions to get desired outcomes
  • Engage questions to get next steps
  • What is co-development
  • How to co-develop a solution with your buyer
  • The different levels of conversation and why they are important
  • How to engage your buyer at different levels of conversation
  • What needs to be communicated between meetings
  • How to keep the relationship going between meetings by using documentation
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.
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.

business

  • 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

individual

  • 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
  • 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

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