Breakthrough Sales

While most sales representative focus on building customer relationships, the best (top 25%) focus on pushing customers' outside their comfort zone, challenge their thinking, introduce new solutions to their problems and illuminate problems customers overlook. The best create a sales experience which is rewarded over 50% of the time via strong customer loyalty in the B2B sales process.

Based on the research done the by The Corporate Executive Board, we know that the best specifically: Teach, by providing new in-depth insights into the customer business and industry; Tailor, to resonate with varied clients in different contexts; and Take Control, they control the sale by being assertive about all facets of the transaction. Learn your sales profile as well as your total person profile and how you can become more of a Challenger. Sales representatives fall into five categories:

  1. “Hard Workers” – These individuals put in more calls, see more prospects and send out more proposals than other sales reps.
  2. “Relationship Builders” – They work to meet customer needs. To them, strong relationships mean everything.
  3. “Lone Wolves” – They are self-confident and do things their way. They frustrate sales managers but keep their jobs because they are effective.
  4. “Reactive Problem Solvers” – They have the souls of customer service reps. Nothing matters more to them than keeping their customers happy.
  5. “Challengers” – They learn everything they can about their customers’ businesses and industries, and use these insights to guide customers to operate more effectively and become more profitable – in large part by buying what the rep is selling. Challengers are excellent debaters, and they push customers to think in new ways.

The Profiles Sales Assessment (PSA) measures how well a person fits specific sales jobs in your organization. It truly is a "total sales person" assessment that has a myriad of uses. It measures the job-related qualities that make a person productive - Thinking and Reasoning Style, Behavioural Traits and Occupational Interests, as well as your persistence and sales drive of on-the-job performance in seven critical sales behaviours: prospecting, call reluctance, closing the sale, self-starting, teamwork, building and maintaining in relationships and compensation preference.

Workshop Objectives:

  • To understand the product-solutions selling continuum
  • To recognize your thinking styles and behaviours that make you successful in sales as well as any barriers that be standing in your way
  • To discover how to initiate positive changes in how to act and behave like a challenger
  • To discover the steps to become a successful challenger sales representative
  • To discover the how profiles influence our questioning and decisions processes

Workshop Outcomes:

As an active participant you will:

  • Know and understand how to move up the product-solutions selling continuum
  • Know how to leverage your thinking styles and behaviours as well as ways and means to overcome any barriers that may prevent you from success
  • Know how to look for profile queues in others to become a better challenger
  • Know how to differentiate themselves from a crowded marketplace the three Ts, teach, tailor and take control.
  • Know how to create a successful “sales experience”