• Mikes sales success results from his tried and tested methods and now passing on his skills is an opportunity not to be missed.
  • Mike is a thoroughly professional seller, and if the opportunity to work with him arises - take it with both hands. Alan Avery,Client Executive, IBM
  • Mike brings a wealth of experience, knowledge and practical tips to every training session and delegate feedback is always exceptional. Sue Biddle, Longley Academy
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    The Consultative Sales Company

     Enabling Sales to a better Outcome
     
    Enabling individuals and Organisations to a better Sales Income
     
    That is our focus.
     
    Helping you to Enable a better Sales Outcome and hence a better Sales Income.
     
    So if you are new to Sales, an experienced seller needing a refresher, or perhaps a Sales manager or Director of your organisation and you need to improve your Sales revenues by closing more business, as quickly and as efficiently as possible, then we can help you.
     
    Our approach to Consultative Selling in a B2B environment follows a very simple principle and a basic definition of business. That is, Profits are delivered from Revenues minus Costs. This can be expressed as P =R-C .Consultative sellers understand that today's key decision makers are therefore only concerned in whether their product or service will enable them to maximise revenues and make them money (R initiatives), and/ or save money (C initiatives).They also understand that executives need to know how fast they will see a return on their investment. Once that  principle is understood, the Consultative seller can progress and collaborate with the customer to agree a time line of actions and ultimately the delivery of the agreed benefits, (R or C  or both) his or her products and services will achieve. Finally, the successful seller will have convinced the customer that by being Consultative throughout this process, only he or she and their company resources, can be trusted to deliver these benefits in a timely manner and thus complete the desired and continuing process of business, P=R-C.

    With the above in mind, we focus on four key areas of successful Consultative Selling to provide a rapid return on your investment;-


    1. Constant opportunity identification and ruthless
    QUALIFICATION.
    2. Clear understanding of customer needs and COST JUSTIFICATION.
    3. The Pre-Sale Project Definition Workshop (PDW) method to obtain a SOLUTION DESIGN.
    4. Focused and fearless CLOSING PLANS.

    The Consultative Sales Company offers clients a wealth of first hand closing experience built upon 26 years of very successful front line, complex solution selling in the IT industry, and from representing World Wide Blue Chip companies such as IBM, SUN, UNISYS and leading vendor Business Partners.

    The founder Mike Pick is now available for tailorable Training Courses, Sales Reviews, Coaching and Mentoring, Foundation Selling and Sales Culture engagements and shares his vast amount of real life scenarios, proven sales strategies and unique processes for every aspect of Consultative Selling that will enable a better Sales outcome, and a better Sales Income.

    Please browse this website for more information or why not register now and download your Free Introductory Training Videos, or simply call Mike Pick on
    (44) (0) 7446 197444  to get your Sales enablement started.