Webinar: Sales Mastery

Sales Mastery

Boost your sales with evidence-based methods, poise and confidence.

We know more than ever before about the human brain and how we make decisions – but most of us are still unaware of how to apply these new insights to selling. Most sales methods have not adapted to today’s selling climate.

Too many people get hit-and-miss results using out-of-date sales techniques that have been disproved by science. With the commoditisation of products and services, it is no surprise that over that 50% of sales success is down to the salesperson, rather than the product or service. By applying insights from neuroscience research, we demonstrate how traditional selling behaviours can actually result in alienating customers.

We explain why this happens and the methods that should be used to really boost sales – especially when we can’t always meet face-to-face.

Traditional approaches to selling are largely focused on low-cost commodities, often completing in a single transaction. But with complex high-value sales, 60% of the buying cycle is complete before the salesperson even enters the frame. The focus therefore moves from transaction to partnership, with the emphasis on customer retention, cross-selling and referrals to maximise your customers’ lifetime value.

Our methods are grounded in evidence from the observation of tens of thousands of sales meetings to understand what separates the average from the high-performing salesperson. We show you how to unearth the emotional drivers of each and every customer or prospect to convert opportunities into closed business. We emphasise the critical aspects of business development – solving customer problems by building trust, rapport and credibility. And most importantly, adding value at every stage of the sales process. This will transform employees’ attitudes and behaviour as they learn to view their role as helping customers buy, rather than the ‘pushy salesperson’ stereotype.

Learning Objectives

• Understand what really makes people buy – the neuroscience behind decision making and selling
• Learn why traditional sales methods don’t work – how we unintentionally alienate our customers
• Develop trust and empathy with your customer to get that all-important emotional buy-in
• Craft powerful questions that get to the hidden drivers and buying motivations
• Identify how to express your USPs in a compelling way that hooks the customer
• Implement a tried-and-tested, step-by-step process to convert new leads into closed business

Speaker Biography