What's in this Workout?

The current worldwide economic crisis does not call on business people to use bravado, or to brace themselves against the coming tide of difficult 'conditions'. Instead, it requires the collective use of brainpower and a brave stance to generate good results in bad times using 'positive aggression'. The term aggression is used to suggest that a positive offensive stance is preferable to a negative defensive posture, especially during 'external' circumstances we cannot control.

There are however, many internal factors that we can control. Knowing more about our customers than our competitors do, improving the 'propositions' that we sell to make them more appealing, achieving more from our partially developed customers and learning from businesses that constantly record excellent results even during harsh trading situations. Each of these key initiatives are critical to sales success in a difficult market.

In this high energy Workout, sales godfather John Lees will show you that the transformation lies in truly understanding the people and the market you are selling to. He will provide insights for both the sales person and the sales manager, giving real life examples of sales success by both organisations and individuals so that you too can become a top performer.

What will I get out of this workout?

• An understanding of what makes successful sales people and sales managers 'tick' and how they think, act and focus differently.
• The ability to achieve more for your current, partially developed customers and an understanding of how to win new customers by creating new and better results for them.
• Insight into the attitudes, motivation, strategies and mistakes of successful businesses that consistently record excellent results.
• Proven and immediately usable strategies for building business with partially developed customers and prime prospects.
• Tools for managers to motivate, lead and grow a highly successful and productive sales team by inviting their full participation in the business.
• Ideas on how to manage your own economic results and the ability to rise above negative conditions.
• The ability to develop a unique and successful sales 'proposition' so that you and your products are more appealing, competitive and productive.
• An understanding of the buying motivation of customers and the knowledge of what customers like and dislike about sales and the sales process.
• Innovative ideas for creating your own unique path to market.
• A realisation of the difference between serving and selling and why it is so important in customer relationships.
• Tools to help you personally improve in key areas of your work so that you grow faster than your revenue expectations.
• Concrete tools to enable you to become a generative supplier, not a general supplier.
• Ways to make sales in 'the 2nd gap' and the need to be a 'servant' and 'master' with customers.

Agenda

KNOwledge alert

For three great articles on sales and successful selling from Sales and Marketing expert John Lees, click here.

  About The Workout

  About The Speaker

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