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Hi
This month's Fulfilment focusses on that often maligned yet critical function in every business' success, sales.
Many of our clients we've worked with, especially small business owners, hold a negative view of sales. I remember my own aversion to sales when I started ProMentor in 2003: I just didn't see myself as a sales person. Anything with the word "sales" in it felt too much like the proverbial second-hand car sales man, a sweaty skelm who's every word is to be taken with great circumspection lest the buyer be surprised by latent defects the moment the car is driven off the showroom floor.
But with a little educating through workshops and being coached on the subject, sales and selling can be taken on with a love and vigour and in turn fulfil its key function in our business.
 So for your free education in this month's Fulfilment, Marion and Tania write from their own experiences in running workshops recently for some of our clients. Tania (and her team of facilitators) is mid-way through delivering 36 workshops around Southern Africa for Adcock Ingram Pharmaceuticals on the art and skill of successful sales - the pic on the right is from one of our workshops in Windhoek - while Marion facilitated a workshop earlier this month at the sales team conference for Juta Law, a division of Juta and Company.
Here're snippets of Tania and Marion's expertise and reasons for glowing feedback from ProMentor's clients:
- Featured services: Workshops, mentoring and coaching for professional sales teams:: Sustainable business success depends on growing your customers. Grow you customers by growing your sales team.
- Article: The History of Sales: Assess where your business is with Tania's overview of the history of sales and find out how to do to build a more contemporary, and sustainable, approach to sales.
- Article: Consultative Selling: Marion offers us some insight into consultative selling from the customer's perspective. Move on from the product-centric and pushy sales approach to consultative selling. Here's how...
Resources and related articles:
If you want more on the topic of sales and getting more clients, you might enjoy these articles from our September 2009 newsletter, "What do our customers REALLY need?":
- How to Attract Customers Without Cutting Prices by Greig Whitton.
- Get More Right Clients at Lower Cost by Brent Combrink
Next month we'll explore technology trends in marketing and sales and how you can integrate the same technology into the life cycle of your services and products, from marketing, through sales and into delivery of your projects. Until March's Fulfilment, all the best!
Brent Combrink
Fulfilment editor and ProMentor's founding owner
Cell: +27 (0)82 425 2708
Email: brent@promentor.co.za
FEATURED SERVICES:
Workshops, mentoring and coaching for professional sales teams
Sustainable business success depends on growing your customers.
ProMentor's associates will help you and your sales team grow your customers by growing your professional selling skills. Spot your needs in this list and we can help:
My sales team isn't really a team - they are individuals chasing their own targets, but I need them to collaborate more for synergistic success. Some new people in my sales team can benefit from refining their already good fundamental sales skills. My sales team is good and each sales person could do a great job, if only they could see the bigger picture and internalise what the business needs from them in order to achieve long term business objectives. I have some hot sales people with years of experience and I need them to pass on their skills to the newbies without anyone feeling threatened; I need a mentoring program that works because everyone supports it.
If you identify with any of the needs above, give us a call and we'll collaborate to design a workshop program or mentoring and coaching program that suits your business needs.
Enquires: Brent: +27 (0)21 683 7575.
The History of Sales
by Tania Kapp, fitness and nutrition coach and team facilitator
25 February 2010
We've come a long way from the cronyism and product-focussed eras of sales. Or have we? It's amazing how some organisations just haven't moved on in their marketing and sales techniques towards a customer-centric approach to business. Assess where your business is in this brief overview of the history of sales and find out what to do to build a more contemporary, and sustainable, approach to sales.
Read more...
Consultative Selling
by Marion Adamson, life coach and team facilitator
25 February 2010
Honestly, how much do you love those phone calls that interrupt your family dinner at 6pm in the evening? You know those ones where a complete stranger says to you: "Hi, how are you? Can I interest you in ...?" The alternative to this pushy sales approach is a consultative sales approach. Here's how...
Read more...
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Call us to find out about our short workshops, like Mentoring for Managers, High-performance Teams, or Motivating Feedback, or our custom team development and team building workshops.
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