Plus ça change, plus c’est la même chose
Has selling really changed in the “digital age”? We would answer by saying yes and no!
Some things have not changed – see our sales manifesto – for what we believe are the core standards of high quality professional personal selling. Those elements of preparation, influence, integrity and excellence are every bit as valuable as they ever were whilst some things are new.
Our sales training programmes are highly focused and based on the latest sales best practice research.
Iterative selling
Social selling is more than just hype now – our clients do their research on-line before and during meeting with us. Accordingly, we must be adept at selling face to face and selling on-line. Just like a scene from the Matrix, we must be able to fluidly dive in and out of the virtual and actual selling worlds, adapting our sales process as we go to win our clients.
Our latest programme Iterative Selling, recognises these twin aspects of face to face and digital selling and emergent sales processes to help you win in this new reality.
Interaction & influence
The fast blossoming field of social psychology has given us much greater insights into how we influence each other, which is critical knowledge in the sales profession. Interaction & influence is brand new for 2015 and brings these insights together specifically for sales, allowing you practical attitudes and approaches to increase your chances of success in front of clients.
Commercial negotiation
Wherever high financial stakes exist, there is always an incentive to negotiate! With so much information available on-line, negotiation approaches have changed. In this very thorough sales training programme we will fully equip you to pro-actively lead commercial negotiations and respond effectively to clients’ demands for more value.
Selling to procurement
Professional buyers have not stood still! And yet with 79% of sales people receiving “little or no help” from their hierarchy with managing the procurement relationship, (See our 2012 research), this is quite a problem.
Led by a procurement consultant who understands the way professional buyers think and operate, this programme is unrivalled in its ability to help you manage this vital relationship.
Key account management
One aspect which definitely has not changed is the need to effectively manage your organisation’s largest clients. After many false starts, key account programmes are starting to mature and deliver real value. Selling Interactions has a unique approach to KAM – we recognise it is a “whole enterprise project” and our latest programme gives you the flexibility to choose the amount of support and training you need. To find out more watch the You Tube video – Four keys to good key account management.
All our sales training programmes can be seen here