When and where?
Wednesday 30th June 9:00am-10:30am – Online via Zoom (Invite only)
Wednesday 28th July 9:00am-10:30am – Online via Zoom (Invite only)
Further related workshops with Shelley planned for:
Wednesday 8th September 9:00am-10:30am
Wednesday 20th October 9:00am-10:30am
As our members know, a healthy business relies on a healthy sales function, and a healthy sales function is rooted in a healthy sales ecosystem. The ecosystem is comprised of the people, process & systems responsible for revenue generation. When it’s not functioning well – translate: “We have a sales problem” – there’s a strong tendency to blame the salespeople and to question their competency and commitment. More often, it’s breakdowns in the sales ecosystem that are causing salespeople to struggle. Without the understanding of the ecosystem and what is required for it to function optimally, Managing Directors like yourself are often likely to attempt to fix the problem through micro-management, discipline and churning personnel. New team members get hired, but the results don’t change. The only way to a lasting solution is to analyse the ecosystem they work in.
When your ecosystem is functioning as it should, sales cycles will decrease, buyer communication will increase, your pipeline will grow consistently, and your average transaction value will increase. Your salespeople will be able to handle increasing complexity in your sales process, and they will put more discretionary effort into their work and the business.
In this session, you will learn:
Getting someone to agree to buying something is not easy for everyone but it is a skill that can be learnt.
How, you may ask?
By understanding how people think and how to influence them during this thought process without forcing your sales process onto them.
Persuasion is a science. Neuroscience teaches us that the brain responds to messaging in a certain sequence and the reaction to the message of persuasion is very personal.
In fact, the thought process happens in the ventromedial prefrontal cortex, this is the part of the brain which is used when one is thinking of oneself. The science of persuasion takes advantage of this knowledge to influence the outcome of a person’s decision.
With this in mind, there are two processes at play, your company’s process of how to engage with the customer but also, more importantly, the thought process of the customer whilst considering the sale. Although persuasion is a science, there is an art to dealing with customers in an intelligent way that balances both processes.
Robert Chialdini wrote a very interesting book on the 6 Laws of Influence, and Shelley is going to talk about how to use these laws in the design of your sales process.
We will also look at the sales process from the customer’s as well as from the business’s perspective, and the pitfalls associated with this interaction. As many MD2MD members are aware, if you can understand the customer’s buying process and build the laws of influence into your process, you can improve your conversions.
In this session you will learn:
Shelley Walters is the founder of The Sales Counsel and the creator of Africa’s first Remote Selling School. Shelley has over 22 years of B2B sales experience under her belt, having entered the sales industry at 19 years old. She has built a long and well-established reputation for high performance – first as an individual contributor, then a manager and finally as the founder of The Sales Counsel.
She has spoken on 5 continents in over twenty countries and has represented her country as a panellist at the annual international Women in Sales Awards and has won awards such as “Inclusive Leader: Entrepreneur” and “Positive Role Model: Entrepreneur in the 2019 Gender Mainstreaming Awards”.
Perhaps most importantly, Shelley has built a long and well-established reputation for high sales performance.