Hearts & Minds™ Sales Training

Sales Top 10 reasons for missing target. With your Sales People, how many are:

1. Below target or achieve it inconsistently
2. Current business comes from existing ‘friendly’ customers/clients
3. Uncomfortable with Senior Management in Clients. Most of their customer contacts are at low or middle level.
4. Happier when talking about Price and Product Specs when with customers/clients
5. Cannot or will not make appointments with new contacts/companies through cold calling or networking
6. Don’t have many opportunities in their Pipeline and those they have are often repeat orders or with C or D class customers
7. Don’t know where their future business is going to come from
8. Blame you, the market, your products/services, their customers, accounts department, when they don’t hit target. Readily come up with reasons why something can’t work with lots of specific negative examples
9. Presentations or/and proposals are generic, dull and product focused
10. Lose negotiations and orders because the opposition always “gave a better price”

Far too often KONA meet with organisations who have excellent strategies; outstanding services and/or products filling their “warehouses”; up to date Internal Systems; strong branding and marketing…
…and the person tasked with speaking to customers is often a “product flogging, price quoting, brochure dropping, order taking rep”.

Your total value proposition will only be of real worth when it is articulated by a powerful and effective sales team that knows and understands the genuine business needs of your customers and which creates a compelling link between those needs and your services & products.

KONA’s “Hearts & Minds™ Selling Process” exposes your sales team to world’s-best-practice in developing, articulating and selling ‘customer first’ value propositions.

Hearts & Minds™ Selling will develop your Sales People to be able to:

• Truly understand the ambitions of your clients, their issues, their market, competition, customers, trends, future plans, strategies
• Develop relationships and influence from the top down, NOT just at operational level where they get a regular cup of coffee
• Build a Pipeline of ongoing opportunities that drives future activities and results
• Help them plan and structure their time effectively and efficiently
• Maximise the ROI from each sales meeting
• Close more sales through High Impact Presentations and Negotiations

To discuss how KONA’s Hearts and Minds™ Sales Training and Coaching will help your team to smash their targets please contact KONA today on 1300 611 288  or Glenn@KONA.com.au

Dealing only with one or two people will no longer ‘cut it’. This will require your sales people to ‘win the hearts AND minds’ of your potential business partners.
If you are looking to increase your revenue and take advantage of new business opportunities that present themselves to your company, it is important to ensure that the employees whose job it is to communicate with existing customers and look for new ones reach their peak potential. Our unique approach to helping companies achieve this aim is based on four separate stages. First, we conduct face-to-face interviews, observe staff in action or use psychometric testing to assess each individual. Next, we present the results of our investigations to your management team and make our recommendations. When it comes to sales coaching and training, Australia has many courses for companies to choose from in major cities such as Melbourne and Sydney, as well as online sessions in which people can participate no matter where they are located. Because of this, we strive to provide our clients with a very special service.

TIME FOR ACTION

After the first two stages, it is time to do something about the issues your staff faces. Whether these include difficulties in talking with clients’ senior management figures or a reluctance to make themselves known to new clients utilising cold calling methods, we can devise a sales training program that is perfect for your call centre employees, customer service manager and any other employees who you would like to participate. After they have been instructed in the areas in which our assessment showed them to be weak, it is time for them to prove that the lessons they have learned have really sunk in. The only effective way to do this is by applying their newfound knowledge in the workplace. For this reason, we always recommend a coaching phase, no matter what line of business companies are in, to help their employees use our sales management training to improve performance.

Contact KONA today on 1300 611 288  or Glenn@KONA.com.au to discuss how Hearts and Minds™ Selling will change your sales people.

Hearts and Minds™ Selling is customised for organisations in several industries including:

• Banking & Finance
• Industrial & Manufacturing
• Building & Construction
• FMCG & Retail
• Health Care & Pharmaceutical
• IT & T
• Professional Services & Consulting