What do you do?
There are two key services I offer:
- Through my consultancy service, I help Managing Directors of mid-sized organisations get more from the Field based Salespeople.
- With the Mentoring service, I help smaller business owners who are struggling to generate sales.
What results do you deliver?
It depends on the scenario and will differ from business to business but with most of my clients, the results lead to changes in behaviors and attitudes which can be felt for years afterwards. For more details of what my clients have said about the results, please see my testimonials page.
How do you do it?
With consultancy clients, I will take a brief from the MD and then investigate why Sales might be struggling. This can be for a variety of reasons but rather than assuming what those reasons are, I take the time to discuss and uncover them by talking to a variety of people who are associated with the people and processes.
With Mentoring clients, I will get to the issues through effective questioning and active listening, to then pull together a plan which could just last a couple of sessions or I might be needed for a longer period of time if the issues are more ingrained and complex.
Which Sectors do I operate in?
Since I set up my business, I have worked in a wide variety of sectors with my clients ranging from manufacturing, automotive, franchising, hospitality, property and Financial services. Whilst each of these has technical knowledge that I don’t expect to learn, the commonalities of what happens in the dialogue between a salesperson and buyer are what I am more interested in.
It is in improving that dialogue that I add the most value.
I have yet to find an Industry which I can’t add value to although I am not particularly keen on working in the Public Sector as their decision-making criteria tend to be different to the Private sector.
How do the Salespeople feel when you accompany them?
If I go out on accompaniment with them, they tend to start off being nervous or even suspicious but once I explain to them that I am there to help them and ideally have a long term relationship with their company, they are more prepared to listen.
I liken my service to providing a tailor-made suit. Only once I have seen the salesperson in action can I understand and tailor the training needs to the individual involved.
Classroom training is fine, and it can generate results but in my experience, that tends to be like learning the theory whereas my training is what happens in reality.
Do you get any reactions from Buyers in the accompaniments?
Most of them have seen Sales Managers coming out with their Account Managers but very few companies now use Trainers out in the Field which is a shame. Good quality Sales professionals are essential in order to add value to the relationships and identify opportunities which might otherwise go unfulfilled.
As a consequence, I am normally welcomed by Purchasing professionals and have never been denied a warm welcome.
What results can I expect from the Mentoring you offer?
It depends what you want to achieve and how realistic your objectives are. Most of my mentoring clients have been delighted by the service I offer and the process that I take them through once we have agreed on their objectives.
What makes you different from other Sales Trainers?
No one else offers accompaniments as part of their Sales Training process and it is this bespoke element which is at the core of my difference.
Do you offer any Guarantees?
Only this one – if you call me, I guarantee that I will listen to what you say and try to help as best I can.