Online Summer Boot Camp Value-Based Selling 2021

Do your salespeople often get stuck in price discussions? Do you feel that they are too generous on discounts, which hurt your margins and your EBITDA? Do they lose business because of the price?

Then it’s time to do something about it!

I’m organizing an online Bootcamp this summer, focussed on Value-Based Selling.

Our Value-Based Sales training will assist the participants in:

• Getting appointments with decision-makers.

• Better discovering the deep-lying needs of prospects and customers;

• Sell, using their Value Proposition to position their products or services;

• Creating an elevator pitch, which will help them increase their prospecting success rate.

• Closing more deals by turning value into a yes.

• Our program will help you start seeing positive results in summer 2021 and deliver a roaring Q3 and Q4.

For whom is our program meant?

Our online Summer Boot Camp Value-Based Selling program is designed and meant for salespeople who want to improve their sales results. As the summer months are ideal for approaching decision-makers, it’s important to focus on the right people.

The preparation:

Each participant will have an intake call with us. This intake is meant to understand the participant and their working environment. It is also to set expectations and objectives.

Each participant will also be offered an Objective Management Group, OMG, sales assessment. OMG is the pioneer and developer of the best available assessments that help improve sales performance.

This ensures a tailor-made approach and higher success rates.

Program description

Our summer Bootcamp is packed with elements that will help your salespeople in ramping up their effectiveness in selling value.

We do not train tricks; we help salespeople in adapting their behaviour and habits to sell in a rapidly changing business environment.

We work on creating awareness, followed by exercise which includes role-play, followed by implementation in real sales situations. By implementing the program topics right away after each session, the participants learn by trying and doing.

The investment and what do you get:

Investment: € 650,00.

This includes three two-hour sessions during a period of five weeks.

As a bonus, participants get to complete an Objective Management Group, OMG sales assessment. OMG is the pioneer and developer of sales assessments, used for recruiting salespeople and improving sales team performance. More info about OMG here.

Delivery by Zoom platform. Our sessions include creating awareness, roll-play, other exercises and documents.

Participants also receive follow-up assignments and personal support by telephone and/or video conference.

Training languages are Dutch and/or English. This depends on group composition.

Our Value-Based Selling programs are also conducted in a classroom format.

For more information, please contact me at +31 (0) 642713033 or via e-mail here.

Why many Start-ups fail and how to avoid this

According to Review42 https://review42.com/what-percentage-of-startups-fail/, 90% of start-ups fail and 82% of businesses that fail do so because of cash flow problems!

This is an astonishing but realistic percentage, based on research.

Still, start-ups are created daily.

Initiating a start-up is exciting and fun. You have an idea; you think there is a market and you have the funding to start. A dream comes true!

Then, after the product has been developed, the search for customers starts. Customers are essential because they buy your product and pay for it. This generates cash which is needed to grow your start-up. As plenty of cash is needed for investing in research, development, and running the business and you have your hands full with managing costs, less time is spent focussing on sales. Then you do realize you need someone to find customers and convince them of your great idea.

So, you decide to start looking for that salesperson who will find prospects and turn them into customers who will buy and generate the so needed cashflow.

So far so good.

But here is where it often goes wrong. And that wrongness has to do with mistakes that are often made when recruiting and deploying salespeople.

From our practice, we very often experience that recruiting starts with the wrong criteria to search, attract, and select sales candidates. These criteria are usually based on the perception of people who created a wonderful concept but have little experience in selecting and hiring salespeople.

Some of the most common criteria that can lead to failure, are:

1. Hiring candidates who have worked with bigger and renowned companies. Why? Start-ups need to establish themselves in the market. Approaching the market with a new product and getting customers to trust you and buy your product takes a lot of perseverance, persuasion, skill, drive, stamina, and much more. Hunting for new business is something that many salespeople dislike. Salespeople coming from larger, well-established companies with all the needed facilities in place, might not be up to a lot of “do it yourself”.

2. Hiring salespeople just out of school to keep costs down. Inexperienced salespeople who have never been in sales before, are attracted to the so-called glamour of sales. It might take you months up to years before you discover that the candidate you “fell in love with”, is adding no value to your business.

3. Hiring candidates with a “sexy” but heavily inflated CV with lots of inaccuracies. It takes skilled recruiters with a sales background to analyse and spot the faults.

4. Hiring a recruitment firm with little to no sales experience to find the best candidate for you. Things become even more complicated when this firm refuses to use a sales-specific assessment for testing candidates. The reality is, that by the time you realize the candidate is not performing, the time has gone, revenue is not growing and there is little time left to find an adequate replacement.

5. Hiring an intern just from school to do the tough job of penetrating a market with a new product. The learning curve can be very long and steep and if the candidate has no endurance, failure is waiting around the corner.

So, your cash is limited, and you need a salesperson. Are there workable solutions? Yes, there are! Let us look at the options:

First, avoid being penny-wise pound-foolish. A wrong hire can cost you a dearly!

You do not need to spend a fortune to find a “killer salesperson”. The whole recruitment process, including onboarding the right person, can be done successfully and economically. You can do this yourself and save lots of money, if you have a good process and the right tools in place.

You can find the best salespeople to help you grow your start-up, by implementing a sales-specific recruiting process, combined with a sales-specific assessment. Our partner, Objective Management Group founded by Dave Kurlan has developed the most effective Sales assessment with a predictive accuracy of 97%!

It will save you time, money, and disappointments. And very important, this approach will help you grow your business significantly.

One more piece of advice: because of the pandemic, a lot of good salespeople have been side-lined. The market is ready for recruiting of the best!

If you want to know more, contact me here or call me at +31 (0) 642713033.