Engage with Prospects to grow trust and credibility from the get-go. And avoid the self-interest that loses trust (the real challenge for Sellers).
Have value conversations that Prospects enjoy (rather than needs interrogations they have to endure!).
Listen to really understand and apply a simple technique to become of value to Prospects in every interaction.
Quickly form mutually beneficial partnerships with Prospects.
Have collaborative friction-free interactions.
Discover what Prospect’s value (which governs what they buy) and have them wanting you to be their preferred source.
Probe for deep insights without causing offense.
Eliminate Objections (they're a sign of poor technique).
Stand out from competitors as a person of value from very first contact.
Understand the psychology of interaction and decision-making and tap into Buyer instincts to seek what they value.
Start meetings, phone calls and emails that immediately grab Prospect attention and interest.
Be differentiated from competitors, even if your products and services are not e.g., they are commodities.
Discover how each Buyer perceives value (we’re all different) and how to become their preferred source of that value.
Qualify opportunities early and recognize those you can win and those you cannot and should exit.
Transition conversations from Price to Value and quantify value even when it seems intangible.
Never lose on price.
Collaborate with Prospects to co-invent their solutions that they 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.
The six-step D-E-C-I-D-E sequence to win a sale sets Sales Naturals apart from ‘typical’ Sellers.
It is a series of non-salesy steps that you do with Prospects not to them that has them trusting you to guide them on their Buying journey.
Know where you are at any point in their journey and what to do next.
Head of Customer Engagement
I was thrust from a technical expert role into a Head of Sales position. I needed to build a sales strategy, establish a structure, source and deploy technologies to enable success (CRM and Pipeline), recruit various roles, AND begin producing immediate wins.
From the first meeting Patrick disarmed my concerns. He connected with my values, and crafted a personal coaching strategy to ensure success. Within weeks I had my strategy built and had had my core functions established and operating in a month. Within a year we were winning 83% of our opportunities! I can't recommend Patrick enough if you’re looking for an incredibly experienced, strategic minded and empowering coach who can provide you a sureness of success without any of the BS!