Sales Accelerator
Sales Accelerator
Drive a high-performing team focused on results.
We up-skill, inspire and motivate you and your team so everyone lives and breathes the ethos of Trusted Advisor, Authority in the field, Subject Matter Experts.
They have intelligent, sophisticated conversations where they are partnering and collaborating. They educate and add value. They know a process to get results for you and the client.
Who is it for: a salesperson or manager who has >20 years of sales experience. As one Sales Leader told us recently ‘I honestly thought after doing 25 years of sales and all manner of courses what was there to learn, but I would come along to be with my team as I understood the importance of showing them we are all learning – plus I wanted to know what they would learn so I could support them.
The Sales Accelerator course is the signature program we conduct through Australia and the UK. Its popularity is down to these three elements of the program:
1. The intent
2. The topics
3. The delivery
1. Intent: We believe you and your team should be the trusted advisors, the authority in your field, the subject matter experts.
When they live and breathe that ethos they are more proactive, their intent is to ‘partner’ with the client. To collaborate. They become solution providers.
2. Topics: 7 key topics cover the spectrum of getting, converting and retaining business.
3. Delivery:
- Evaluation: getting to know your business, your team, and your outcomes
- Pre-program: The leaders get full support on how to get their team open, excited, and ready- ensuring the team sees value and a positive outcome.
- Program roll out: practical, hands-on, engaging workshop where you and your team really understand your default, your beliefs, and then how to set yourself up for success, lots of reflection, group work and ‘action’ plans
The Outcome
A confident, empowered team that is driven to seek and convert opportunities, everyone knows the value and worth of their solution and is commercially minded, driven and empowered to drive growth.
You have a team with vitality and optimism at their core – adapting to change and hungry to learn. A team that is proactive and accountable. A team that constantly delivers results. This program is a mindset shift in what sales is and how you can truly be a high-performing sales leader and salesperson.
“Well, within an hour I had so many lightbulbs going off I was lit up like a Christmas Tree. I knew immediately where we had been falling short, why were were not converting enough and how we could get more business at better margins.”
From Workshop Participant
Discover the 7 core fundamentals of our Sales Accelerator
Watch this video (1m 9s)and learn how business leaders, sales and customer front line staff can increase sales and create rapid business growth.
We teach the core skills to truly understand your customer, how to discover opportunities, build trust and position yourself as the trusted solution provider like never before.
7 key sales topics
1. Exploration
Why people buy. Who to effectively sell your product, service or idea.
Outcomes:
- Intent- know how to shift your intent, i.e stop ‘selling AT’ and start partnering and collaborating
- Position yourself as the expert/the authority in your field
- Curious headspace-Exploration at a whole new level (Questioning types – uncover, discover, investigation)
- Total confidence in the ability to put forward an aligned solution
- Mind-shift on what selling is (‘educating/advising/guiding’ being ‘commercially minded’)
Includes: buyer behaviour, motivation and personality types, reflection and default style
2. Listening
The backbone of all communication
Outcomes:
- Assumptions/beliefs
- Awareness of when you are actively listening vs in default mode
- How your client listens
- What to do to ensure they hear and understand what you are saying
3. Objections
Many objections start in-house, how we feel about our own solution
Others are client led. Understanding how to use them as opportunities to educate
Outcomes:
- Embracing objections
- Using them to forge more meaningful relationships
- Insight to how we feel and react to feedback and objections
- Most common objections and where they pop up in the sales journey
4. Negotiation
Preparation, techniques, styles, mindset
Outcomes:
- Confident, successful negotiators
- Effective action plans
- Professionals who shift the focus from price to client alignment
- Clients find money for things they value – learn about value
5. Account Development
Protecting and developing those top accounts. Know service excellence. Know how to add value.
Outcomes:
- Protecting (ensure they always come to you) and Developing (how to always be opportunistic)
- Communication styles
- Understanding the client’s motivation
- Identify buying signals
- Plan and commit to how you will protect your clients
6. Business Development / Prospecting/Acquisition
Create plan for prospecting, have an acquisition plan
Outcomes:
- Who to target, when, how, what to say, what to do
- Organisation, focus and prioritisation
- Consistency and clarity
- Reading signals
- Mindset, discipline and how to take action
Proactive
7. Presenting
Structure to ensure you first understand the client and then create a seamless delivery of your message. Know how to land a compelling message with clarity.
Outcomes:
- How to plan, prepare and execute
- How to observe and adapt
- Powerful presenters who understand how to embed a message with clarity
Drive a high performing team
Trusted Advisors
Subject matter Experts
Authority in their field
Solution providers
Partnership & ongoing performance
The Sales Accelerator is part of a development plan for you and your team. We start with the process so that we understand more about your business, challenges, team and outcomes. Then we create a development plan that evolves the Sales Leaders and their teams abilities.