Imagine that you bought a dishwasher and then continued to wash all of your dishes by hand. You would be likely to consider the purchase a waste of money. You need to change the processes you have for washing dishes to take advantage of the benefits provided by the dishwasher. You first need to understand what you will do with the time that you save by having the dishwasher before you can justify the decision to buy one.

Any purchase like this requires us to change our processes in order to take advantage of it. This is fairly simple to understand for a dishwasher. However, for more complex business purchases, this may not be so obvious. When presented with a new product, the first question that any customer will ask is likely to be “How will this change my processes?” Unless they understand this, then they cannot commit to a purchase.

As a result, the first action for any sales person is to help their customer to understand why they need to change. Only once they have sold the reason to change, can then sell their product. This requires sales to change their approach to customers.

Catalyst for Sales is a 2 days sales training course that approaches sales from this perspective. It looks at change, why it is difficult and how we can go about making a successful change. It then teaches delegates how to achieve this with their customers.

Before taking this course, sales teams will typically have lots of opportunities that struggle to get beyond the first few customer meetings. They will feel frustrated at the lack of progress that they are making.

By taking this course, the team will be able to identify the reasons for change within their target accounts, be able to explain the value of those changes to their customer and be able to progress opportunities more rapidly to a conclusion.

For more information, please visit www.catalystforsales.com or contact tim@hoolockconsulting.com.

KeyFacts Energy Industry Directory: Hoolock Consulting