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Sales Development

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Sales Development

  • Sales Recruitment
  • Developing Mental Toughness and Resilience
  • Consultative selling and Advanced Language skills
  • Strategic Selling

Sales Recruitment

The Pareto principle specifies an unusual relationship between inputs and outputs. The principle states that for many phenomena, 20% of invested input is responsible for 80% of the results obtained. Put another way 80% of consequences stem from 20% of causes. This 80/20 rule holds up in Sales. Often 80% of the sales are made by 20% of the sales force.

At Kaizam, we believe that we have identified the key traits that these top 20% of Sales people share in common.

We have helped several companies select the most talented people. We focus on the following traits:

  • Motivational Adjustment – Ones ability to be goal focused or to ‘go with the flow’
  • Emotional adjustment – Ones ability to deal with the highs and lows
  • Social adjustment – Ones ability in developing relationships
  • Adaptability – Ones ability to adapt to changing situations
  • Conscientiousness – Ones ability in being helpful and reliable, whilst seeing things through to completion
  • Emotional stability – Ones ability to stay cool in emotionally charged or stressful situations
  • Social Control – Ones ability in being able to influence other people, and to enjoy influencing other people
  • Self assurance – Ones sense of self and self concept
  • Positive attitude – Whether one sees the glass as being half empty or half full

Developing Mental Toughness

 “Your attitude determines your altitude’ – Brian Tracey

As with most areas of life, where excellence is required, the difference that often separates the excellent from the good is their ability to control their mindset, to control their mental concepts and point them in the direction of success.

More often that not those who have the skills don’t always succeed, because they have not mastered their programmes and internal mechanisms, so as to push them through when the going gets tough.

At Kaizam, we have developed a training programme, which will equip your people with the necessary strategies, to become mentally tough and therefore increase their results.

The programme focuses on 3 key areas of success:

  • Creating mental pictures of success
  • Taming your inner dragons
  • Control your physiology to control your mind

Consultative selling and Advanced Language Patterns

The truly great salespeople are extremely subtle in their ways of influencing. They help the customer, to truly believe, that they the customer have made the decision to buy, and therefore it is they that truly own the decision.

At Kaizam, we have developed a proven programme that will guarantee to help your sales people to do better at what they do. The programme is grounded in psychological and proven principles and will cover some of the following:

  • How to develop deep rapport with your clients
  • A new approach to deal with objections
  • How to find out what the customer really wants
  • How to recognise and to sell to different personality styles
  • How to use the buyer shortcuts to influence
  • How to subtly influence the clients unconscious
  • How to deal exquisitely with any customer resistance
  • How to structure eloquent questions
  • How to sell strategically

………and much more!

 

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