“Teacher can open the door but you must walk through it yourself”
Chinese proverb
Personalized sales coaching from junior team members to leadership coaching of sales management.
Our philosophy could be summarized in:
STRATEGIC SALES APPROACH
Sales is an emotional process i.e. all purchasing decisions are essentially made emotionally and are justified by use of rational arguments so it comes down to business of selling two basic things – hope and trust.
When we talk about product we are selling hope. Hope that the product itself will satisfy the needs of potential client.
Since we don’t want clients to just by “a product” (which is also available with competition) but we want them to buy it exactly from us we need to develop trust. Trust that we are the right one to serve their needs in the most satisfying way.
It’s not a business of hit and run but process of long term relationship development.
To acquire desired results there are certain psychological phases which we must go through together with our clients till we successfully conclude the sales, as follows:
- Belief … creates passion,
- Passion … creates desire,
- Desire … provokes action,
- Action … makes
- Result.
To initiate the whole process first we must believe. Believe in vision, believe in mission, believe in the company, product and ourselves. Only if we believe and we are passionate enough we can expect the same process to develop with our customers to mutual satisfaction.