Derived from 1st Principles. Driven by Objectivity
Would you want your sales team to be effective to the point of being unique? Try Magical Selling Training Program. It has unlimited versatility to fit into every situation uniquely, for unusual results.
First Principles Reasoning: It’s a technique used to break a complex problem down to its basic truths, separating facts from assumptions, and then constructing a view from the ground up. Enterprise Sales is complex. Everything is hard when you don’t actually know what you are doing. Even if you know what you are doing, things go wrong. So we decided to simplify it in 3 steps.
- It is centred on the Buyer. Buyer 1st, Need 2nd, Product 3rd
We built a semantic tree with 6 primary branches called 6 Dimensions
We then break those 6 Dimensions further into 19 modules
Result: Sellers who uses it gets an accurate frame of any situation. It shows them the path forward.
Buyer-Centred Sales Training & Performance Management
Most sellers play the hand they are dealt. If they get a good hand, they win more. Such as, a market leading product, a well known company, a solid team, resources, a friendly territory, etc. When their hand weakens, as in a new job or unknown territory or unproven product in a new category, they’re exposed. Their previous techniques misfire leading to a downward spiral
On the other hand, Rainmakers play the person sitting across from them, the Buyer. 80% focus on the Buyer and 20% on the hand they’re dealt. They see through a different lens and therefore see different things, which allows them to plot a winning path most of the time. Like ‘water + gravity’, they find the quickest path to money.
For those of you in Enterprise Sales, this is just another way to look at the familiar. And you’ll find that if you can find different ways and different windows into the same topic, it often gives you a better clarity…like a superpower.
One person's Magic is another person's Engineering
Selling is a life skill. Whether you are seeking a job, a budget approval, a promotion or rallying your team, etc, you are really applying your selling skills.
When 2 people achieve the same skill level and experience in any field (accounting, carpentry, etc), who do you think gets promoted? Probably the one with better selling skills.
Magical Selling is available as 2 options:
a) Self Service, fully modular content, and
b) Fully bespoke
Magical Selling ethic, 'My win is a byproduct of your win'
Buyer 1st, Need 2nd, Product 3rd
(Seller is the hero of this movie, Seller talk: 80% of the time
Need-Centred Sales: Disciplined Benevolent Robots! (Salesplay/use case is the hero of the movie, Seller talk 50%)
Buyer-Centred Sales: Unlimited Versatility!
(Buyer is the hero of the movie. Seller talk: 16% of the time)
Rainmakers do what it takes to make the buyer the hero: Become a director, mentor, producer, supporting actor, a friend, a villain, partner, ...anything. And they do it well!
What’s Buyer-Centred Sales System?
Check if you are practicing it
Product-Centred Sales System
They have the answer, they’re looking for the question
“They have a hammer in hand and they’re looking for nails”
It’s a Seller ‘Hero’ journey and each buyer plays a part in it
When Sellers have strong hand (a super strong product, the best resources, a friendly patch,…) it gets results.
Common Indicators:
- 20% conversion rate of the sales pipeline.
- Need for 4x-5x of the quota in pipeline.
- Inactive deals in CRM for far to long
- Deal Stages are stagnant or inaccurate. ‘Word salad’ updates.
- Deals tend to be single threaded (Only 1 point of contact)
Buyer-Centred Sales System
See the Buyer’s ‘movie’ 1st & what it takes to make Buyer the ‘Hero’
“They decide on the approach after seeing the ‘movie’”
It’s a Buyer ‘Hero’ journey and seller finds a key part in it.
Buyer is the ‘Trunk or Stem’ of the ‘sales tree’. Needs, solutions & Products are the small branches, twigs & leaves that hang on to it.
Common Indicators:
- >50% conversion rate of the sales pipeline.
- Need 1.5x the quota pipeline (or thereabouts)
- Directional progression is mostly continuous and visible
- Deal stages are accurate or conservative. Precise updates.
- Deals tend to be Multi threaded & a 2 way communication
It's not a picnic. It's not a weekend retreat either.
Do you have all your 'Sales' affairs in order?
We are a team of battle hardened 'Special Forces' who created sales ecosystems from zero, turn around underperformance, accelerate sales for startups, in over 30 countries.
We combine those battlescars with 1st Principles reasoning, to propel your sales to the next orbit.
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