Sales Methodologies
There are two distinct methodologies playing an overlapping yet distinct role, that when integrated together, will make you unstoppable.
The power of the pause, the power of reflection and the power of a checklist is widely understated and seldom practiced, even by experienced sales and business people. This is MEDDPPICC.
Similarly, having a plan that is rehearsed, and a structure that focuses on specific persona engagement and conversational mapping for specific stages of a sales engagement, is often just left to chance, again, even by experienced sales and business people. This is Challenger.
Utilising MEDDPPICC for the power of reflection and Challenger for the power of selling, together, will enable, in highly complex sales scenarios, a full cycle strategy bringing all stakeholders from all companies together with a collective understanding of what success in a transaction really looks like.
This combination can be simplified and structured in a fashion that allows high volume repetitive sales to be attained with control and predictability required, yet without compromise on the quality of the experience for everyone involved.
The outcome? The greatest buying experience for your consumers, that ensures you will win more often than you will not.
And for you? You will be working towards the mastery of your own craft. Becoming an executive salesperson and a master of being you, but at an extraordinary level.
MEDDPPICC Mindset
Where are the risks you should address and the exposure those risks present
What do you not yet know, and should know, in order to move a step closer to securing the contract
Over nine stages, each letter being a stage, utilising MEDDPPICC will provide insight into the individual components of an opportunity to deliver Value to all Stakeholders through a proven Process.
To understand MEDDPPICC at an advanced level, the following assets are available for you
General summary on the concept of MEDDPPICC
Each stage in detail with real life situational examples
Advisory on how to apply the practice as a sales leader in Coaching your team, Coaching none sales company Executives & Coaching none sales departments
Challenger Selling
Challenger is a strategy that looks at selling through the lens of leading and directing. Challenger encourages you to create healthy tension based on factual insight, built from your first hand experience in solving the same problem elsewhere. This provides you, as the selling team, permission to take control.
Where are the risks you should address and the exposure those risks present
What do you not yet know, and should know, in order to move a step closer to securing the contract
Utilising Challenger, you are leading through knowledge sharing, connecting stakeholders inside of organisations to the many truths that they will see of the same scenario.
As a result, you provide yourself the best opportunity to influence who you want to influence, in the manner you wish to influence them, knowing the outcome can become the reality for them.
To understand Challenger selling at an advanced level, the following assets are available for you:
General summary on the concept of Challenger
The key sales scenarios all mapped to a Challenger mindset
Advisory on how to apply the practice as a sales leader in Coaching your team, Coaching none sales company Executives & Coaching none sales departments
The Uncommon Approach
We believe in asynchronous self learning.
Why? Everyone learns at a different pace, in a different way, attributing different experiences to the same theory.
The key is setting a collective understanding that everyone should hold as a minimum, facilitating sessions to share and enhance learning together, translating theory & practical first hand experiences to all progress together.