A confused customer never buys, explained Scott Roy, Whitten & Roy Partnership’s co-director, at the recent sales masterclass at the Mulago Foundation (mulagofoundation.org), a San Fransisco-based organisation helping the poorest families around the world.
Speaking to the Mulago Foundation’s Rainer Arnhold Fellows of 2018, Scott Roy shared valuable sales insights with the aspiring social enterprise leaders who all have their own scalable solutions to fight poverty in areas covering education, smallholder agriculture, primary healthcare, energy (home-cooking, lighting and power) and conservation.
As longstanding sales training partner to the foundation, Whitten & Roy Partnership’s responsible business experience perfectly matches the foundation’s own ethos and ambitions. During the interactive session Scott Roy passionately engaged the follows using examples from Whitten & Roy Partnership’s own developing world clients. Key lessons included:
- Widespread lack of sales
It came as a surprise to many of the fellows to learn that sales is considered a real handicap. The truth is most organisations don’t embrace selling.
- Misconceptions of selling
During a group discussion many fellows exchanged thoughts about negative feelings towards selling, either their own or universal misconceptions. But they learned that it doesn’t have to be this way – Scott Roy gave advice on how to move on from pitching to listening, thus creating a fruitful dialogue between buyer and seller.
- Applying DQ Sales®
DQ Sales® (link to: https://wrpartnership.com/about-wrp/our-approach/) is a way of selling that is revolutionary for organisations and their sales functions. The concept, developed by Scott Roy himself after decades of sales experience, helps prospective buyers increase their ‘decision intelligence’ (DQ). The fellows learned how to develop a client’s problem proposition highlighting the cost of the client’s problem.
You can watch full video here: https://www.youtube.com/watch?v=KNrIRAHAwkk&feature=youtu.be
Another sales masterclass at the Mulago Foundation for the 2019 Rainer Arnhold Fellowship intake is scheduled for May 2019. So watch this space!