The ‘Commercially Savvy’ Sales Professional
‘Developing the commercial edge’
Overview “If it was my business what would I do?” The default question of the ‘commercially savvy’ sales professional - operating from a guiding principle and mentality of ‘it’s MY business’.
The ‘commercially savvy’ sales professional understands the fundamentals of business growth, and in particular the importance of a balanced approach to acquisition, maximisation and retention. The customer is the focal point of everything they do. With a unique ability to view their business through their customers’ eyes they have a breadth and depth of understanding as to why customers buy, what they buy and who they choose to buy from. Armed with the business growth transformation framework they are skilled in assessing client strategies, goals, wants and needs. Through this breadth and depth of understanding, they are clear, concise and confident in answering the three fundamental questions every customer is asking: Why should I choose you? Why should I choose your business? Why your products and services? As a result, your sales professionals are able to; develop and sell solutions rather than products, differentiate their company from its competitors, de-commoditise their products and services, and align the company key stakeholders to customer commitments, needs and deliverables. The ‘Commercially Savvy’ Sales Professional is designed for organisations who want to enable their people with the mindset, skillset and toolset to deliver sustainable and commercial success.
The ‘Commercially Savvy’ Sales Professional modules: The fundamentals of business growth The four dynamics of business growth, the commercial value of the customer/client relationship and managing the tension and trade off of volume versus margin
Assessing client strategies Through a consultative approach, understand how to assess customer strategies, needs and wants using a strategic decision framework
Why customers buy…The Customer Buying Zone® Understanding the science, art and psychology of the buying process; why and how customers buy
What’s YOUR compelling value proposition? How to build, align and position your solution/proposition through a proven approach to customer value creation
Developing exceptional customer experiences…every time! How to create market leading differentiation through your customer experience
www.pti-worldwide.com
enquiries@pti-worldwide.com
The benefits for your organisation
Who is this programme for?
• A team of highly motivated sales professionals with ‘world-class’ commercial acumen and skills, operating from a solid core of personal ownership and delivering sustainable, commercial success for your business • A consultative approach to customer value creation • Accelerated and sustainable sales growth through a structured and systematic approach to acquisition, maximisation and retention • Increased sales conversion rates at a higher margin • Higher levels of customer satisfaction, advocacy and retention through increased ‘win-win-win’ outcomes • A shorter sales cycle • A common language and approach to qualifying, planning and reporting sales activity • A team of ‘world-class’ sales professionals with strong personal brands, and the mindset, skillset and toolset required to create differentiation from your competition
The ‘Commercially Savvy’ Sales Professional is for organisations who want to grow, nurture and develop their current and aspiring sales professionals, whether:
Flexibility in delivery Our passion and focus is on applied learning. We are what we repeatedly do – excellence, then is not an act, but a habit. The ‘Commercially Savvy’ Sales Professional is highly interactive with formal learning woven into high levels of delegate participation focused on:
Mindset
Skillset
Field based teams Telephony teams Business development & commercial teams Portfolio/Relationship management teams Strategic/Account Development Managers Customer support teams
The‘Commercially Savvy’ Sales Professional is also relevant to individuals who are in direct or indirect sales/customer support roles to improve common language, speed and accuracy of communication about sales opportunities.
“The ‘Commercially Savvy’ Sales Professional opens your mind to different techniques of sales - no matter how long you’ve been doing the role!” Call Centre Advisor Insurance
Toolset
Designed as a blended solution, The ‘Commercially Savvy’ Sales Professional consists of face-to-face interventions with pre and post work, web based modules, podcasts and multi-dimensional support tools. Together with checks and measures for applied learning, it creates a transformational learning experience. The end result is a tailored solution for creating sustainable and accelerated business growth through unlocking the potential in your people. www.pti-worldwide.com
• • • • • •
Let’s talk... If you would like to find out more about The ‘Commercially Savvy’ Sales Professional, or discuss your sales development requirements in more detail simply call or email:
+44 (0)870 850 8931 enquiries@pti-worldwide.com