WHY US
Our Methodology
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Complex sales involve multiple client engagements, often with several stakeholders, and there are only ever three outcomes from a sales meeting with a prospect or client. We either advance, go backwards, or don’t move from our previous position.
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There is only one thing that allows us to gain and keep momentum on any sale: when the client makes a decision to proceed further with us, based on the quality of our interactions and conversations. That’s the essence of our methodology, which increases speed to value for our clients.
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The Sales Accelerator Methodology comprises a proven set of frameworks, skills, techniques and tools designed to enable organisations to transition from product or service-based selling to value-based consultative selling. Unlike many consultative selling methods, the focus is not just on what to do, but HOW to do it.
It is principles-based, client-centric and structured around the different decisions your clients need to take as you progress a sale, and importantly the dialogue required to enable those decisions in every meeting.
Complex, high-value sales only happen when:
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There are challenges to solve or business outcomes to achieve
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We jointly identify the value between where they are and where they want to be
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The change is worth the cost
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The future state is a better state
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Our solution precisely meets their needs – both intellectually and emotionally
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Prospects or clients see us as capable, credible and trustworthy
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We can articulate why we’re different in a way that matters to the client