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Business Owners

One thing that we are sure is that you know where the buck starts and stops.

For some it will be an exclusive responsibility and others it will be shared with internal or outsourced support.

This section is devoted to you, and we want to offer impartial and focused assistance where and when you need it.

Sales Growth Review & Audit

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First resource available to you is a Sales Growth Review & Audit.

Bespoke and 100% confidential – we then have 3 options for you after the audit

Take the first steps and Contact Us to book your Sales Growth Review & Audit.

Option 1

Take on board our recommendations and implement them

Option 2

Use some of our suggestions and amalgamate them into your current Sales Growth strategy

Option 3

After consideration you decide to carry on with what you already have planned.

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Throughout every page on this website, you will find references to ‘Effective Sales Relationships’ by that we mean prospect and customer interactions that result in solutions and benefits for both parties. The ‘Win Win’ cliché.

Sales broadly fall into 2 main categories:

Transactional

Relational

Both can co-exist however the tactics need to be relevant to the sales type.

Key Characteristics of Transactional Selling:

Short Sales Cycles

Transactions are typically quick and focused on immediate needs

Low Customer Lifetime Value

The emphasis is on individual sales, rather than building ongoing customer relationships.

Emphasis on Price and Features

Often price-sensitive, making price and product features important.

Immediate Value

To provide solutions that offer immediacy

Transactional Selling is effective for:

Low Cost Items

Impulse Purchases

One-Time purchases, with less likelihood of repurchase from the same supplier

High and immediate demand

In most cases it is the customer that drives the sales interaction.

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Potential frustrations for the supplier include uncertainty of sales, less possible to pre-plan and budget, lowest price wins and demand for faster delivery times.

Think printer ink, something that most people do not know they need until print quality drops and by then it’s essential to get a replacement straight away.

Key Characteristics of Relational Selling:

Building trust and rapport through genuine understanding of customer needs

Knowing their needs, preferences, and motivations is paramount

Actively listening and asking probing questions

Providing value and solutions not just products and services

Giving the benefits of your advice, insights, tailored to their specific challenges and goals

Empathy: understanding and acknowledging their emotional perspective is crucial

Being a great listener (Number 1 for us)

Clear and consistent communication

Long-term gains outweigh any short-term pains

Provide ongoing support

Effective Sales Relationships are not just about ‘selling to’ prospects and clients, create a ‘buying from‘ ethos.

Where can Effective Sales Relationships work:

Customer acquisition

Client retention

Selling up and selling across

Credit control

Brand development

Enhancing reputation

Overcoming difficult feedback from previous interactions

If you are at the front of sales in your business then you need to lead and set an example, even if its only to you!

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Salespeople need daily support and KPI’s as well as targets.

Prioritise your sale time, even if you have a thousand and one other tasks to complete. Putting it off only moves it and escalates the challenge and can create anxiety.

Our Top Tips

Sales Cycle

Stay in touch outside of the Sales Cycle. Get in touch with news about their sector and share your expertise

Sales Relationships

The P.A.N.D.A. Effective Sales Relationships also applies to you

Running a business can be a complex and challenging set of targets and objectives, we exist to support you and would welcome you on board as client however our primary motivation is to support you with your Sales Growth strategies.

You choose the level of involvement and the pace at which we proceed.

Take the first steps and Contact Us to book your Sales Growth Review & Audit.

FREE

review of the emails you are sending to prospects

FREE

review of the Call Scripts you are using for prospects

FREE

A version of the Loyalty Ladder created specifically for your business