Elite Skills Suite |
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They will learn how to sell using financially intelligent methodologies and what the client decision factors are, that control the accuracy of their sales forecasting and ultimate their success. 3.1 REDAPES (Elite Level)
3.2 Building Strategic Alliances
3.3 Financial IQ for Salespeople
By the end of this workshop participants will have increased their financial IQ and confidence in talking the ‘language of business’. They will understand and be able to use a unique and brilliantly simple financial model that will help them effectively communicate with key stakeholders, using financial terminology that earns their trust and respect. 3.4 CRISP Decisions
The salesperson must be able to understand what is motivating the client's decisions from the client's perspective. They must also be able to suppress their ego and objectively measure the likelihood of success to ensure the maximum possible success rates. The business or organisation needs to have accurate sales forecasting to manage their cash-flows and allocate resources. The CRISP Decision factors enable all that to occur in a simple, objective and amazingly accurate way. Ideal workshop where the sales cycle is long and/or typically drawn out over multiple stages.
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The Elite Skills Suite is for experienced salespeople that want to take their professional selling skills up to the next level. It covers how to perform a professional needs analysis in such a way that the salesperson becomes the preferred supplier from the first meeting and how to build strategic alliances that generate a constant stream of qualified leads.
Takes the understanding and learning predictably created during the Advanced level training on REDAPES and take it up to the next level. E.g.: Match then Mirror, demonstrations of Purpose Statement varied to personality type, completing the Truth onions process fully, full Assess process completed and then manipulating the prescription to create logical extra steps completion.
Elite salespeople proactively create their own referral generation system and in this program we learn how to create a constant stream of qualified referrals.
To be an Elite salesperson, you don’t just need emotional intelligence; you also need a good financial IQ. You need a good grasp of financial concepts and principles so that you can use powerful commercial benefit statements and questions. You must be able to successfully engage with the CFO or relevant financial influencer in the sales process, so they become your ally and not an obstacle. The reality for today’s professional salesperson is that a lack of financial acumen is more than a deficiency, it’s a liability!
Selling must be deliberate, accurate and targeted for both the salesperson and the business owner / organisational benefits.
