The courses and consultancy are designed for Business to Business sellers, both hunters and farmers. All companies need to hunt, whether you only hunt, or you have a large customer base and can’t ignore “Net New” business as that’s how you stay strong. We all need to know how to close business!
Anycourse is designed and built for those sales people that want more success, for those that know that they are capable of more and better, but aren’t sure how to structure the improvement usingsome newer models and techniques. You may have never had any formal "sales training" - but you've been selling for some time and now want to do better! Or it may be you need a refresher - having done courses over time, remembering and using all the things you've learn't is impossible. You need to refresh. These insights are delivered in a simple structure, building through each stage of the model and process, spelling out the required behaviors and providing the tools and exercises that make up each block.
How often do you practice or refresh your sales skills?
What other activity do we expect to be good at without practice? Why do sportsmen and women practice for the real thing? Because that's how they get better! Sales is no different, yet when was the last time you sat down and practiced your "lines" - your handling of the most common objections, the flow of your qualification questions? The delivery of your proposal? Only on "game day"? in front of the opportunity? Why would you do that? Imagine if the All Blacks just practiced in test matches?
We have a number of tools to help you practice, know what to say and when, and how to get better for those "game day" appearances!
But what about the manager?
Successful organisations build and stipulate the use of processes and structures to guide the behaviors of their (top) performers. These building blocks and structures (sales models) will enhance closure rates, and hence revenue. For these processes and models to be adopted and used consistently they need ongoing re-inforcement. These blocks and stages of the sales model set out the required behaviors for the sales people. Rather than telling them what to do, you are able to give them the tools that help the correct behaviours are utilised.
By building these building blocks into sales meetings, as iterative improvement sessions, role plays or just practice, the manager fulfills their critical role towards the successful adoption of the model by up-skilling their team.
It’s all very well providing the team with the tools and process for winning more sales – the managers need to know and understand what they’ve learned. We can work with the manager as a one-off exercise or as part of an ongoing program.
