Our Courses
We create bespoke, tailored courses to meet our clients’ requirements and our approach is illustrated in these sample course outlines.
Our Courses
We create bespoke, tailored courses to meet our clients’ requirements and our approach is illustrated in these sample course outlines.
The BSR Associates Sales Methodology
At BSR Associates we champion the IIC Sales Framework – Interested, Interesting and Close. Interested – we need to be as interested as possible in understanding our client’s business through great questioning. Interesting – once we have understood their needs, challenges and opportunities we need to show them how we can meet those needs, challenges and opportunities. Close – once we have proved that our offering is the solution we need to ask for the business! This simple methodology is at the core of any sales conversation and is a proven route to sales success.
Selling with Insight:
Selling with Insight frames the salesperson as part of the value of the buying process, they are part of the overall value proposition – the value they bring is not just their company’s offering but their insight. That insight is composed of their knowledge of, the market, the client’s business and sector (including competition) and company itself – in short, they are an expert. Insight selling involves introducing new ideas through storytelling which enables clients to see their business challenges from a different and more valuable perspective. The salesperson works in collaboration with the client to show how their business results will improve by buying their solution.
During this intense session, the salespeople will examine, the attributes of an Insight Seller, the behaviours of an Insight Seller, how to create Connection between businesses and people, the art of Convincing through storytelling and Collaborating to create deals. By developing in this way they will be able to grow client accounts by building desire and ownership with their clients.
Course Outcomes
Following this course, the salespeople will be equipped to enhance all of their client relationships by becoming a valuable part of the buying process for their clients and therefore forging deeper and long-lasting partnerships with those clients. This will, in turn, yield increased revenues from their bank of clients enabling them to not just hit but exceed targets and be part of the ever-increasing success of their business.
The Winning Sales Mindset:
Sales is neither science nor art – it is both. As such, it requires a very specific mindset in order to maximise our client contact. Curiosity, engagement, intelligence, wit, creativity, drive, patience, the will to succeed and an objective driven mentality. On this course, the attendees will examine all of the above and more – what is it that motivates people to buy? What is the art of persuasion? What is it about our approach that is going to make people want to engage with us as an individual and with our offering? We will also look at how to devise a plan to engage with our customers and the marketplace in general.
Course Outcomes
This course is designed to give the attendees the Winning Sales Mindset that will empower them to pick up the phone with confidence, belief and purpose – forming the bedrock of an engagement culture driven to succeed.
Business-led Conversations – Elevating the Sales Role:
Consummate sales professionals are adept at the core sales process. Great questioning, selling the key benefits of their offering to build a compelling Value Proposition and excellent closing to maximise their revenues. As salespeople working in a sophisticated marketplace and selling to sophisticated buyers in sophisticated organisations they now need to elevate and present themselves as fellow businesspeople.
This module will look at what it takes to make this elevation. Understanding and developing our business acumen, understanding the financial fundamentals of business, gaining a deeper understanding of the job roles that we are selling to, understanding a typical client’s business and understanding the key elements of a business conversation.
Course Outcomes
Following this course, the attendees will be equipped to adopt business conversation methodologies, structured processes and to draw on a toolset for guiding their conversations. In turn this will elevate them to being an even higher performing sales organization.
The Effective Salesperson:
As salespeople we love the human element of talking to our customers and persuading them of the value of our offering – this human interaction gives us a sense of freedom and purpose. However, the reality is that to be a truly successful salesperson we need discipline, focus and structure to ensure that we attack the marketplace in such a way as to find and exploit all of our revenue opportunities. For a salesperson there is huge potential and in order to hit our ever present and always challenging targets we need to fulfil that potential. During this module we will learn how to manage ourselves, our territories and our internal resources in order to maximise our results. We will cover, Pipeline Management, Our KPIs, Territory Planning, Customer-Focused Planning, Maximising our Workflow and Defining the Sales Culture.
Course Outcomes
Following this course, attendees will have the discipline and focus to manage their non-selling time in order to maximise their client engagement time.
Proposal Writing:
All too often as salespeople we think that when a client asks us for a proposal we are close to a sale and tell our managers so. Also, all too often we send that proposal and the client becomes elusive. When this happens it can mean any number of things. The client is trying to “fob us off”, we have sent the proposal before we have questioned the client thoroughly and understood their needs, we have misunderstood their needs, we have presented the proposal poorly or we have not considered the whole DMU (Decision Making Unit) when writing the proposal. The truth is we spend a lot of time on a proposal only for it to end with no sale. In this module we will study the need for and use of proposals in the sales process whilst instilling a sense of rigour to their use. We will then build proposal templates which are fit for purpose and designed to elicit only a “yes”.
Course Outcomes
This module will give the attendees the confidence to, know when to challenge a request for a proposal, know how to write and deliver a proposal and how to ensure the best returns for their proposal writing efforts.
Face-to-Face Sales Skills:
This module will examine the fundamental principles of face-to-face meetings, what are they for, when should we meet our clients, how should we prepare, how should we present to different groups, how do we present in an online environment, how do we present in physical meetings, how should we behave when face-to-face and how should we follow up? Day two of this course will be presenting back to the rest of the sales team! Each presentation will be followed by feedback from the other members of the team. A challenging and rewarding masterclass in face-to-face.
Course Outcomes
This module will give the attendees the confidence to ask for face-to-face meetings and to deliver the best possible result from those engagements.
Questioning & Listening Skills – Identifying Needs:
After developing a powerful introduction – The CAB – Credibility, Appreciation and Benefit, this session will introduce the Three Step sales methodology IIC. Interested, Interesting and Closing. We will then immediately learn about Step One – Interested – how do we build engagement, glean information and build a complete understanding of our client’s business needs? We will learn about questioning and listening techniques to ensure that we are fully equipped to move onto Step Two – selling the benefits of our offering.
Course Outcomes
This session lies at the heart of the successful sell – Every Great Sell begins with Great Questioning! The attendees will build their bank of questions and so be able to create a collaborative environment and healthy buy/sell relationship with their clients.
Selling the Benefits of Your Solution:
This module covers Step Two of IIC – selling the benefits of our offering. We have gained engagement and information from our client and now we have to capitalise on that by maintaining the client’s interest and showing them exactly how our offering is going to meet their business needs. The salespeople will design, build and perfect their FABs – Feature, Advantage and Benefit. These FABs are vital in building the agreement steps which ensure that we are delivering for our client’s business as a whole and their immediate business needs in particular and vital in terms of building their sales story.
Course Outcomes
Following this session, the attendees will be equipped with a powerful tool in their quest to ensure that their clients have a clear understanding of our value and how it enables them to achieve their business goals.
Powerful Closing, Objection Handling and Winning Negotiation Strategies:
Step Three of IIC – salespeople need to become comfortable with pinning down their clients and closing the business, asking for the client’s commitment and asking for money. During this module we will look at the skills required to gain commitment, the different types of close, managing objections, mutually beneficial negotiation and ultimately getting our clients to gain the most benefit from their relationship with our business. We will also look at how we can shorten the sales cycle by adding urgency to our conversations and the close in particular.
Course Outcomes
Following this module, the attendees will have the confidence to ask for the business, handle objections and gain commitment from clients quickly. It will also ensure that they are maximising revenues from their marketplace.