Sales Transformation
Salespeople that avoid “selling at” and instead really “engage with” their prospective customers at the right level will become consistent top performers. As simple as this may sound, few achieve this status without sales coaching.

Their sales technique must get them inside customers’ minds to gain a clear understanding of project motivations, objectives and challenges.  They need to be politically astute, building a network of key contacts in each account.

Consultative Sales Coaching
Change of this nature will never come easy as people will naturally revert to comfort zone defaults under pressure. Sales coaching is not only about establishing a far more consultative sales technique, it’s about sustaining it.

Coaching technique is critical to the transition from the considerably less effective traditional sales methods to the far more successful truly consultative sales approach. Perform delivers sales coaching that transforms teams.

Business Motivations
Effective sales coaching opens peoples’ minds to customer motivations – why key players behave in a certain manner, take action or avoid taking action, make commitment or avoid making commitment.

Business Influences
You may be given a formal organisation chart, but you are rarely given an informal influence chart. You must rely on your sales technique to uncover this and the cost of getting it wrong is significant.

Business Politics
If we are to be able to drive sales quarter on quarter, year on year, it is essential to base our sales technique on a consultative sales strategy that takes into account each key players corporate and personal bias.

Perform sales courses, workshops, team and individual sales coaching are designed to open peoples’ minds to a far more effective results driven sales technique. The term consultative sales has often been misused to disguise “selling at” behaviours, however the principle remains sound and effective when implemented with passion and integrity. Contact Perform

© Perform 2005-08 rev 6.0  18.10.08