Most people believe that selling is convincing people to buy things whether they need them or not. We believe that selling is helping the customer to make the best possible buying decision.
We sell in the very same way we teach our clients to sell: by collaboratively addressing four questions that provide them and us with the information we need to make the best possible decision about working together:
- What is the problem you are trying to solve?
- What is the cost of leaving that problem unsolved?
- What is the best solution to address that problem?
- What is the value to your business of that solution?
To diagnose what’s really happening, and to create an approach that really changes things, we utilize a transformational formula developed by Scott Roy:
Results = Attitude + Competence + ExecutionTM
Attitude is the foundation of great performance and the capacity to learn and change. People who learn to maintain the right mindset – no matter what happens – have a huge advantage over those who can’t do this. People can actually learn to:
- notice when their state of mind is slipping and then return to peak performance in a matter of seconds.
- let go of habits that impede performance and discover – naturally and quickly – more effective behaviors.
Competence involves learning the art and science of what we call DQ Sales® – a way of selling dedicated to the development of your customer’s decision intelligence. This earns their trust and equips them to make the best possible buying decision for their company. Sellers need to learn:
- a framework for selling to their customers – a set of steps through which they will take their customers, steps that first increase awareness of the problems to be solved and second the solution to those problems.
- a way of leading customers through these steps that makes every conversation count, that speeds up the entire process, and that ends in one of two ways: qualifying the customer out or closing the sale.
Execution is the art of right effort; staying on track instead of just staying busy. Sales people and sales managers both need to master:
- aiming themselves at the exact activities that will deliver sales.
- tracking this activity in a way that others in the company know what they are doing and leave them alone to do it.
- learning from everything that happens – good and bad – in a way that avoids complaining, blaming, and wasting time. That leaves more time to talk to customers!
With each client, we design a bespoke way to deliver these R=A+C+E skills.
To accelerate the development of these skills, we teach people how to use Split Attention, a practice that gives them neurological access to the same capacity for brilliance and change that we all experienced during our earliest years of self-development. This practice was developed by Roy Whitten during his doctoral studies and is grounded in the science of neuroplasticity.
The programs we design with clients have several key characteristics:
- We work with the entire organization, top to bottom.
- We precede any training with personal conversation and preparation of every participant.
- We follow any training with a significant and extended period of implementation.
- We always measure sales results – quantitative measurement of outputs and qualitative measurement of inputs.
If you want to know more about our organization, click here.
If you want to know more about our approach, click here.
If you want to know more about our team, click here.
If you want to know more about our view, click here.
If you want to know more about our sources, click here.
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