© 2009 TCB Cameron Consulting & Tracy C. Baker —All Rights Reserved

Beggar Dog

Brussels, Belgium

The basis of all our Sales programs comes from the fact that people would prefer to “buy” than be “sold at” regardless of the circumstances.  Maintaining an atmosphere where the prospect feels they are part of the process, rather than the end result will make both the seller and prospect open to new thoughts and approaches...and products and services.

It all begins with good planning and we have two courses to cover that:  Value Performance Planning and In-Visioning—Presentations That Work.

Our Sales programs are all customized and are built on the basis of the Collaborative Sales—A Process for Customer-Based Selling program.

Sales Programs

Value Performance Planning

 

All employees would agree that a systematic and balanced approach to the mountains of work we face would be the ideal.  In the face of the cold reality of deadlines and goals, however, many people tend to fall back on the churn, burn, and spurn method of time management.  In other words, “if there is time, I’ll manage it.”  As far as managing their book of business, the “tyranny of the quarterly numbers” too often gets in the way.  They may follow a plan for awhile, but as the end of quarter draws near, its back to cold call after cold call after cold call in a vane attempt to make goal.

Traditional planning programs require people to go against their basic hard wiring of getting the “High Priority” task at hand done first.  Employees need simple tools and processes that they can apply to their workload immediately.

Value Performance Planning involves group-facilitated discussions and real world team exercises resulting in individual action plans.  Participants are required to bring to the class current issues, projects, tasks, and book of business to be discussed with the group.

In-Visioning—Presentations That Work

 

From sales meetings to corporate boardrooms, most people would rather do almost anything than present information or a new idea to an audience.  Too often, we compensate by overloading a presentation with information, robotically reading it from rote, disconnecting with the audience, or totally breaking down when faced with an off-the-cuff question or challenge.

Some presenters do exactly what we don’t like…push the audience to the idea and then try to convince them it is right.  Others take the path of least resistance, letting the audience take control until the objective is lost in the din.

The alternative is to find ways to present ideas and information that are compelling, meaningful and interesting, and most important, of value to the audience.  We call this “In-Visioning”

In-Visioning involves customized skill exercises, practice sessions, and developing actual presentations. It utilizes video recordings of practice presentations to provide unbiased, immediate feedback to participants.  Computers for use in developing PowerPoint© slides are optional.

Collaborative Sales — A Process For Customer-Based Selling

 

No one wants to be sold at.  There is nothing worse than the “know all, be all” salesperson whose assumes knowledge of everything you need and whose only goal seems to be make the sale.  On the flip side is the salesperson who has no knowledge of your values or needs and simply sells based on the generic features and benefits of the product.

Collaborative Sales is a process and skill set that has its basis in a simple fact:  People do things for their own reasons, not yours.  When you collaborate with a client or potential client, you allow them to tell you what it is that they want and value from their own perspective.  That alone will differentiate your product offering from others.  This process has four steps:

1. Engage—Gaining your customers interest and asking for the opportunity to delve into their issues and values.

2. Profile—Asking questions in a way that brings the client into the conversation as a partner rather than a prospect.

3. Solve—Offer solutions that make sense and confirm that it is what the client is looking for.

4. Enhance and Exit—Build a relationship with the customer that will allow further contact after the sale.

Collaborative Sales is a fully customized program based on your companies go-to-market strategy and sales channels. It involves customized skill exercises, video and/or audio discrimination examples, and “real world” example practice sessions.  It uses extensive modeling to provide a blueprint of the skills..  There are two presentation options: Classroom and Web-Based.  These can be combined, with web-based used as follow-up and enhancement to the original classroom presentation.