In their book, ‘Let’s get real or let’s not play’, Mahan Khalsa and Randy Illig estimate that 80% of lost sales opportunities are the result of an inadequate or non-existing process. Sounds about right.

As a result, precious hours are wasted on prospects who are a bad fit, aren’t ready to change, or, worse, are just fishing for free ideas.

Let’s fix that by:
> Finding the confidence to push back on buying practices that don’t work in your favour

> Building a deeper understanding of buyers so you can deliver a better sales experience

> Adopting a truly consultative and collaborative approach to selling

> Applying questioning frameworks to help you manage key sales conversations

> Creating winning proposal and presentation templates

How does it work?
Working through the stages below, we’ll start by building a deeper understanding of your buyers, allowing you to adapt the questions and language used during sales conversations. We’ll then look at each stage of the sales process – from enquiry to onboarding – helping you master each of those key conversations. You’ll learn how to separate serious buyers from tyre kickers, run engaging discovery meetings, collaborate with stakeholders and present your ideas with gusto – all of which will be captured in your ‘Sales Playbook’.

Buyer profiles and messaging
> Mapping the stakeholders involved in buying your services

> Interviewing your buyers to uncover their aspirations, challenges and desired outcomes

> Creating buyer profiles and propositions to sharpen your sales conversations

Consultative sales training, covering:

> The principles of ‘consultative’ selling and how to position yourself as a trusted adviser

> The role of process in delivering a superior sales experience (and what good looks like)

> Mastering the qualifying conversation for inbound leads

> The role of insight in educating prospects and challenging assumptions

> Mastering the discovery conversation

> The remaining steps (and conversations) most agencies bypass

> Structure, flow and storytelling in proposals and presentations

> The relationship between pipeline scoring and business planning

Ongoing mentoring
Helping you put things into practice with monthly pipeline reviews, sales call critiques, and coaching on live opportunities.

Are you ready for this?
You’ve grown tired of prospects calling the shots with unrealistic deadlines and demands. And you can’t keep giving away your time and expertise for free during the sales process in the hope you might get some business at the end.

There must be a better way, right?

You suspect your specialist positioning should provide more leverage in the sales process; you’re just not sure how.

You also have a lead generation plan in place delivering a steady stream of on-profile opportunities.

Now it’s time to turn your attention to your sales game with a considered, consultative and collaborative approach that provides value to buyers, whilst also giving you a competitive advantage.

This won’t happen overnight – after all, it takes time to change old habits and behaviours. But with the right mindset, you’ll soon be spending far less time on opportunities you stand little chance of winning. And much more time on those that you do.

“I’ve been working with Ben on building our sales playbook. This involved advice on our proposition, interviewing our clients and creating a number of buyer profiles. It also included some excellent consultative sales training and a critique of our collateral. Ben is a pleasure to work with, he’s thorough, but also thoughtful and accommodating and was also really professional when talking to our clients. As a result of this activity, I now feel much more confident about the brand, our purpose and our sales process as a whole. Would highly recommend Ben!”

Jane Hunt | JBH

Fancy some of that? Hand over your details and I’ll get right back to you.