Win Consistently with Value-Based Selling
Be a Value-Based Seller
Get to and engage with Prospects, because they want you to.
Have Prospects tell you what they value (that’s what they buy).
Stand out from competitors (even if your products/services don’t).
Have Prospects wanting you as their solution.
Win sales with no friction, no objections and no negotiation. Yes, really!
and much more
Your Coach: Patrick Boucousis
The consummate Sales Natural, Patrick learned early in his career that personal integrity and a focus on being of personal value was the key to sales success. And he’s been ‘walking the walk’ ever since, selling, training, coaching, running businesses and winning deals from $600 to $60M.
Patrick coached his own sales teams personally and they all won more business and at higher margins than their peers. Inevitably, Patrick was approached by numerous companies to coach their sales teams, which led to him codifying his value-based methods in a formal training program.
That program has now been enhanced for online delivery as The Sales Natural Masterclass. It enables Sellers from novice to experienced to learn and practice Patrick’s Same Page Selling methods to achieve exceptional sales results simply by behaving authentically as their natural selves.
Same Page Selling
In The Sales Natural Masterclass, you’ll learn:
Same Page Selling, the value-based method that has you understanding Buyers and gaining trust quickly, by literally getting you onto their page from the get-go.
Achieve exceptional sales results by being your natural, authentic and ethical self. By being anything but a ‘typical Seller’.
Eliminate Price Discussions and have Value Conversations instead. They’re totally different.
Anyone can become a Sales Natural. You don't need special talents or pre-qualifications. However, what you do need is self-awareness (ego in check), a genuine desire to be of value, a willingness to learn (and be coached) and persistence. You’ve got that right?
'Learning to be natural': an oxymoron? Consider this. Once you couldn’t, crawl, walk or talk. Those skills weren’t natural to you. You had to learn them and then you became a natural. Similarly, the skills and techniques of a Sales Natural aren’t natural to you — yet. But take the course and practice what you learn, and you will become a natural.
Is it for Me?
Being authentic, transparent and ethical works for any situation.
That said, the focus of The Sales Natural is B2B, typically complex (multi-buyer) sales where the goal is to establish the high-trust relationships essential for repeat business, effective account management and referrals.
The Sales Natural eliminates the cringe that many people associate with selling.
Not just for ‘Sellers’.
Dan Pink in his bestseller ‘To Sell is Human’ cites research that shows workers spend on average 40% of their time ‘selling’ e.g. influencing, whether they’re in sales roles or not. So, let’s be great at it and feel great too!
At the end of the day, the problem is not with selling so much, as the way most people go about it. Selling needs to be redefined.
Break the Stereotype
The Sales Natural is for those keen to break from the stereotype and elevate their practices (and the profession of selling) to achieve exceptional sales results by doing what really works and being what buyers really need
The Masterclass Program
Adrian Harrison, a commercial photographer based in Sydney, talks about how much more effective he is at handling sales enquiries since he’s been participating in the Sales Natural Masterclass. His value-based approach now has him winning bigger projects and he has increased his sales by more than 40%.
Alan Hong Choy used to dread selling. His passion as an accountant was serving his clients and selling seemed inconsistent with that. Alan explains here how he joined The Sales Natural Masterclass and learned to create high-trust relationships and take his conversion rate went from 25% to 75%!
Philip Walsh has always been a good Seller, but he wanted to be great. Good to Philip meant achieving quota, which he has done year on year. However, he wasn’t satisfied with that; he wanted to consistently exceed quota and so he joined The Sales Natural Masterclass. In this video, Philip explains what happened next and how that’s helped him increase his sales by 30%.
In the Masterclass, you will learn how to...
Engage with Prospects to grow trust and credibility from the get-go.
And how not to lose it like other Sellers do, buy having value conversations that Prospects enjoy (vs. needs interrogations)
How to listen to really understand and the simple technique to be of value to Prospects in every interaction.
Quickly create collaborative partnerships with Prospects.
Discover what Prospect’s Value (value not need, governs what they buy). And have them wanting to have you collaborate with them.
Ask the right questions, include the tough/searching ones, without causing offense.
Eliminate Prospect Objections (they’re a sign of poor technique).
Stand out from competitors as a person of value from very first contact.
The Psychology of Interaction. Create immediate impact that has you standing out from your competitors.
Start meetings, phone calls and emails that immediately grab Prospect attention. Differentiate, even if your products and services are commodities.
Be of Value
Be of compelling value to Prospects.
How value not need dictates what Prospects buy.
Discover how each Buyer perceives value (we’re all different) and how to become the source of that value.
Be differentiated even when your products/services are commodities.
Transition conversations from Price to Value and quantify value even when it seems intangible.
And never lose on price.
Collaborate with Prospects to co-invent solutions that they then buy with little or no negotiation.
Avoid Prospect pressure to propose (quote) an offering until you’re ready.
Only do product demonstrations that win sales.
Create offers that you know Prospects will accept without negotiation and without high-pressure closes.
Follow the Steps
The 6-steps that set Sales Naturals apart from ‘typical’ Sellers and how to develop the Mindset of a Natural.
Why traditional sales methods don’t work and ‘natural’ methods do.
The D-E-C-I-D-E sequence to win a sale.
5 Types of questions that keep Prospects talking and opening-up.
What trust is and how you grow it quickly (and how to not lose it).
The Problem with Sales Training
Traditional Sales Training has a poor track record for producing results.
- Moving from traditional product-centric ‘push’, to buyer-centric ‘pull’ processes (a.k.a. Sales Transformation) is about behavior change.
- Changing behavior is hard. Even when we’re convinced it’s necessary, we resist it. That’s human nature. But you know that already. Right?
- Embedding new behavior requires practice, feedback and correction. You don’t get that in a classroom and rarely back on the job either. And so…
- We revert to entrenched habits. Interacting with Buyers involves thinking on your feet. Instinct rules and you go back to doing what you’ve always done.
- Inadequate post-course reinforcement. New skills aren’t routinely practised. Daily gets in the way and we revert to old habits. We’re human after all. And so nothing changes.
- Lack of effective performance improvement metrics.
Why I Get Results
A blend of self-paced online video training and live coaching with friendly practice sessions suits how adults learn. It is a process of learn a little then practice it. Then build on that by learning a little more, then practice. Rinse and repeat.
- Personalized Coaching and Support (hand-holding) for 90 days to embed core skills.
- Bite-size Learning. Avoids information overload and the drinking from a fire hose sensation of one or two-day courses.
- Learning tailored to needs. You consolidate your understanding and practice of each skill before moving to the next. You build upon success.
- Online support plus interactive coaching that is both expert and available when you need it.
- Two-weekly live coaching supports continuous improvement in your sales craft.
- Reinforcement is provided by ongoing managed practice and coaching of learned skills.
- Overcome fear of asking for help. Ready access to an independent and non-judgemental coach.
- Self-Assessment tools help you track performance and plan improvement.
- 24/7/365 access to learning resources even after completion, allows you to ‘refresh’ at any time. More effective than a static Workbook.
- No reliance on in-house coaching skills.
- Get new hires up and running quickly with immediate availability of training.
- Schedule your own time. Coaching sessions are scheduled, with Recordings available when unable to attend.
- Cost-effective. No travel and accommodation.
- Bottom line: improved ROI.
Bev Carroll, Sales Director, Dialog
I found this course very inspiring. I love meeting people and selling and The Sales Natural program has shown me that it is correct to be authentic, natural and real. I have loved having the traditional way of selling challenged.”
“Discovering what is important and of value to the buyer, changes your conversation and works towards building trust. This program has helped me to achieve sales I may previously have lost by getting me to stay focused on the values and needs of the buyer.”
Greg Manko, Manko Marketing Inc.
The Sales Natural program is absolutely brilliant. Learning how to leverage my natural curiosity and speak with buyers like fellow human beings has been an eye-opener. I’m winning new clients and increasing project values with current clients. My relationships with buyers across the board are now more natural, meaningful, and fun.
“As a marketer, I tend to be more on the creative side, and I appreciate how the course has helped me understand the “Why” behind the “What” of my actions.
“Advancing through the program, I felt I was making real progress, I could immediately apply what I learned and I am now more confident, building trust quickly with buyers, and getting great results!”
Anita Galliford, Chief of BD, ODE Management
The Sales Natural approach isn’t like the traditional sales training I’ve done. And that’s been refreshing! It may seem counter-intuitive to need to ‘learn’ how to be natural, but it makes complete sense. It starts with the intent of understanding what buyers value by listening to understand rather than to reply. It is revolutionary in its simplicity.
Patrick’s focus on reinforcing new habits through practise with colleagues in the course means skills are honed in a safe context, which has helped me achieve better engagement with buyers. It is a unique and results-focused approach that gets to the heart of what sales should be about – being of value to the buyer.
I Practice What I Preach. No Value. No Pay
There’s no point to Sales Training if you don’t become a more effective Seller. I guarantee that when you complete The Sales Natural Masterclass, you will be 20-30% more effective. If you’re not, I’ll give you your money back.
There are two caveats.
Firstly, there is no magic. To get the results, you must of course do the online course, attend live coaching and do the exercises. You will be learning new behaviors i.e. habits, which takes practice. In all, you should allow two hours per week for 12-weeks.
Just 5% of a 40-hour week for...
At least 20-30% increase in sales. How's that for ROI?
If you don’t participate as agreed, you will be asked to leave (your money will be refunded).
Secondly, I would like for you and I to have a brief no-obligation chat to explain the program and answer any queries you might have. That will enable you to determine if the program is right for you
Then if you do join the program and within 60-days of commencement and completing the course exercises to that point, you don’t believe you’re on track to materially improve your sales effectiveness, I will work with you one-on-one until you do.
Alternatively, if you would like to leave the program, let me know and I will refund your fee in full.
I look forward to working with you!
The Sales Natural