Sales Foundations – the ‘what’ of business development

• Learn about the essential tools and frameworks that highly effective salespeople use to govern their sales practices.  Underpin your own business development with pragmatic approaches to help you grow.  We introduce you to three underpinning frameworks – Continuum, Funnel and Diamond, which provide you with the handlebars to navigate business development and sales growth.

• To grow your business, it’s essential that you become clear about the specific customers who require your services – we call this your Ideal Customer Profile (ICP).  We unpack what an Ideal Customer Profile is and help you build yours so you are ready to go to market, know who you are targeting and know how to use the profile in sales conversations.

• Understand what a consultative sales conversation is and how to structure it for maximum impact.  We unpack the four critical stages of consultative sales conversations, making it easy for you to apply them in your sales work  - Question, Understand, Influence and Solidify –we make this very practical by helping you to apply the 9 necessary voice modes you learnt in becoming a confident seller to your consultative sales conversations.

Sales Process- the ‘how’ of business development 

• The 3 + 10 sales process sets out everything you need to navigate a sales journey from start to finish.

• We help you lay the groundwork; you will learn the 3 prerequisites to all sales discussions –how to create a buying atmosphere,  how to prepare your third-party validations, and consider what objections may be raised by your potential customers, so you feel ready for them with well thought through responses. 

• We segment the sale into 10 small steps, making it feel straightforward and practical at each stage along the journey covering everything from the pre-approach to the conversation, to building the vision together and close.