WHAT YOU WILL LEARN

In many organisations, 75% of sales are delivered by just 25% of the sales team. They don't work harder, pressure customers more or cheat. They have learned a selling process and stick to it relentlessly. They are not order takers, they are true solution sellers and many of their customers will be repeats and referrals.

In this one day course you will learn how to sell 10x the volume of an order-taker by understanding the true selling process and developing your own selling capability to execute a higher level strategy.

Module 1: The basics of selling

• Who is in sales
• Types of selling
• Levels of selling
• Changing the sales conversation to solution sales Typical sales ratios

Module 2: How we learn and sell

• The six component learning model Immunity to change
• How behaviour changes

Module 3: The step by step sales process

• Furniture 8 steps - process and emotion
• Craft your own steps - process and emotion Exploration of our cost/asset/value/risk key buying factors
• Exploration of our competitors cost/asset/value/risk key buying factors

Module 4: Areas a higher level sales person must study

• The economics, motivations and values of
• Our own company Customers Competitors Suppliers
• Current market dynamics

Module 5: Organisation design & experiential learning

• Seven S model for higher level selling Managed experiential learning

WHO SHOULD ATTEND

This course is designed for CEOs, sales directors, sales representatives and business development representatives who want to shift from order-taker to higher level selling. Senior sales of companies focused on lifting their level of performance by improving their relative competitive positionshould also do this course.  For non-sales staff this course will help wider team members to better understand the role that sales play in the orginisation and what they can do to assist.

ABOUT THE COURSE CREATOR

True Selling that Results in a Fully Satisfied Customer was created by Julian Fairfield. Julian is a globally experienced management consultant having previously held senior positions with McKinsey & Company and BCG before founding his own management advisory firm. He has been selling solutions his whole career. Julian is widely respected as the strategic thinking behind the disruption of markets and sectors advising management teams and CEOs of companies such as Rio Tinto and Lion Nathan. In this course, Julian has shares his decades of knowledge, skills and experience in solution selling.

LOCATION

Location: The Northern Club, 19 Princes Street Auckland

PRICE

$1,250+GST