- What Customers Expect from a Great Salesperson
- Research and Preparation – understanding the customer’s business, challenges, and objectives.
- Opening the Conversation – building rapport, establishing credibility, and setting clear expectations for the discussion.
- Consultative question asking to uncover customer needs
- Presenting the Solution – the Pitch
- Handling Objections & Active Listening
- Closing and Next Steps
Baseline
Excellence
- Understanding where to spend time in your territory to maximise short and mid term success
- Understanding how to manage your pipeline in order to have better consistency of your work
- Learn how to identify and work with different stakeholders (decision makers, infuenceer, blockers and champions) to navigate the politics and power in order to move deals forward
- Understand the science of influence and persuasion in complex sales in order to influence without authority
- Raise capability in executive level conversations by executive presence and business value-driven conversations
- Become a more effective seller by dealing with ambiguity better and raising personal effectiveness
Why this matters
Sales has changed. One client we worked with realised that despite strong products and a capable team, deals were stalling and outcomes were inconsistent. The shift came when they stopped focusing purely on targets and started focusing on how their people were selling. They built a shared approach across the business, and over time, conversations became more focused, more confident, and far more aligned to real customer needs.