You are playing an active role in the world around you. Influencing people is the process of deepening a relationship with someone by getting what you want from them while they get what they want from you. This is the paradox of influence. You only achieve your goals when you are genuinely interested in achieving theirs – in defining and delivering value for them.
Negotiating comes at the end of the influence process, after a recommendation is made but not accepted. In this case you will need a negotiation process to identify what a great agreement looks like and how to achieve it.
Sales Leadership is critical to any organisation. It is often the difference between achieving mediocre results and great results. Sales executives and managers need to be able to maximise the performance of their teams to achieve their sales targets and build sustainable growth. This growth needs to be planned through the Business Planning process, so you know where growth is likely to come from and so you can resource accordingly.
Being able to present and facilitate effectively are becoming crucial career and business skills for almost everyone in an organisation. In Sales, we often spend days and sometimes week’s preparing a proposal, knowing full well that the Decision Makers in the customer are unlikely to read it, and yet when we are on the shortlist ready to deliver our solution in the form of a presentation to the Decision Makers, we rarely give it the time and attention it deserves.
Presenting your solution or idea in the most persuasive and impactful way is often the difference between winning and losing deals.
Customer Service and Sales Support are two critical elements of any Retention or Growth Strategy. By delivering great Customer Service the client is likely to want to purchase more products and services from you. Also having the Sales Support Team proactively involved in the sales process will add additional value to the customer and could be a key differentiator from the competition in winning new business.
Sales Support Program
Is a highly interactive 2-day program that maximizes the return from the non-sales teams who work with customers by leveraging their often trusted positions and relationships to identify opportunities that will benefit your organisation and the customer.
SSP will help Engineers, Post-Sales Teams, Managed Services Teams and Project Teams to have a better understanding of the sales environment and the customer environment to enable them to be more aware of the potential opportunities in the account. They will learn how to build trust and credibility with the customer; how to add value and be able to articulate that value in the form of a Value Proposition to differentiate their products and services from the competition. To use questioning and listening techniques to unearth the real needs of the client. They will learn how decisions are really made and how they can influence those decisions and how to handle objections and be able to turn them into opportunities. Once they have identified and qualified the opportunity to then be able to have an effective conversation with the sales person to get them engaged.
Sales professionals need to ensure that they are spending the right amount of time with the right accounts. Therefore they need to manage their territories and accounts in the most effective way. This section focuses on the sales processes necessary to do this whether they work in the largest enterprise accounts or covering multiple accounts in the small and medium marketplace. By focusing on these areas, your pipeline will increase and the sales cycle will shorten.
Having a structured approach to managing opportunities and large bids will dramatically shorten the sales cycle and increase win rate. All business is not good business so we need to rigorously qualify opportunities; align our solution with the key people of influence and power; put a winning strategy in place to get in control of the opportunity and then execute the plan. These programs enable you to do this in the most effective way.
Effective partnering is critical to organisations that use the in-direct route to market. Unfortunately, many partnerships and alliances fail due to fundamental misunderstandings between the two parties. It is vital that both parties understand each other’s business expectations, their roles and responsibilities for the partnership, and the value that each party brings to the relationship. The Metta partnering programs enable organisations to partner more effectively, whether at the strategic end of the partnering scale or at the reseller end.