The B.E.S.T. Selling System

This program was originally developed for a highly achievement-oriented client, and within a short time-frame achieved outstanding results. The program has continued to bring about exceptional increases in sales performance by teams from widely varying industries and marketplaces.

While fundamental sales psychology and processes remain the same, we know that every organisation and buying environment varies in systems, strategies and language – we therefore customise the B.E.S.T. Selling System specifically for each sales environment.

Central to its philosophy is a fundamental commitment to customer goals-driven, service-based selling. A major key outcome is an enhanced skill in creating buyer-value so as not to compete on price.

Key features of the system are:

• Australian language, values and cultural orientation
• Developed from the skills and experience of proven sales performers in an ethical environment
• Simple, easy to learn and remember, as a strong basis for coaching and self-management
• Designed around vital adult learning principles of spaced input, management involvement, and ‘real play’ on the job to ensure relevance

The B.E.S.T. Selling System is ideal for any group with ‘sales reluctance’’ or ‘closing’ challenges. It is based strongly on the service ethic, with relationship emphasis.

Highly experienced salespeople find the program as stimulating as the novice, with a strong ‘reminder’ factor and fresh aspects of time-proven concepts, as well as huge new insights on buying psychology and behaviour.

The program is customised for each group, however typically includes: The benefits of using a selling ‘system’ to ensure sound self-management and consistent success.

• The B.E.S.T. Selling System - the process and the principles of successful selling
• Relationship-building skills to ensure trust and rapport
• Understanding and supporting different customer behaviours
• Professional questioning and listening skills
• Identifying and confirming individual buying motives and ‘value drivers’
• Establishing customer expectations and ideal outcomes
• Specific value-driven strategies for a price-driven marketplace
• Developing relevant customer benefits
• Negotiating customer concerns and objections
• Closing without pressure

TRAINING METHODOLOGY

The B.E.S.T. process is an initial facilitated workshop, followed by a series of six weekly one-hour tutorials and coaching sessions led by sales managers, who are trained in coaching and leadership skills as part of the program. This ensures their ownership and authority, confidence and competence in leading the program over the following weeks to ensure behavioural change takes place. Success measurements are agreed in advance with a commitment to ensure results.

Workshops can be conducted for up to 20 participants, who will be divided into clusters of 5 or 6. The minimum effective group size is 8-10, as much learning takes place from participant participation.

Equipment used is kept to a minimum, to allow real-time discussion and involvement; flip charts and workbooks are our preferred media. Additionally, specifically customised ‘keeper’ items can be developed, such as laminated desk mats or pocket cards, to act as ongoing reminders.

Although intensive and hard-working, the entire program is lively, interactive and enjoyable, providing valuable discovery-learning processes in a friendly environment. The timing and duration of the program does vary according to client needs and the structure of the organisation.

ACTION STEPS

To organise your own customised version of The B.E.S.T. Selling System please contact our Head Office.