Focus3 Performance Services

Breakthrough Selling
How you sell has become as important as what you sell!

In today’s rapidly changing, highly competitive marketplace, the way you sell has become a key strategic factor. This means that the ability of a company to compete successfully and grow is determined not only by the quality of its products, but also by the effectiveness of its sales strategy.

There is a lot of noise in the marketplace. There is a lot of competition. Breakthrough Selling will equip you with strategies and skills to break through the noise, get the attention of customers, and win their business. It will help you build deeper relationships with customers, produce better results for customers, deliver exceptional service to customers, and generate more revenue.

The Goal
Build Trust and Create Value

What differentiates the most successful sales professionals is not higher IQ or deeper technical knowledge; rather, it is the ability to build a trust-based relationship with customers combined with the ability to provide real value in response to customer needs. When technical ability among competing companies is similar, a customer will buy from the sales professional they believe understands them best and with whom they have the best “chemistry.” In the end, the reasons why someone buys are as much emotional and relational as they are technical.

The Tools

1) Sales Intelligence and Win/Loss Analysis. Focus 3 conducts post-pursuit interviews with key decision-makers to determine how your company is perceived and positioned in the market, and to determine why you win business and why you don't. Interviews are conducted with both wins and losses.

2) The R Factor: It begins with you! Great sales people are positive, proactive, resilient, and mentally tough. They know that the first step to effective selling is personal discipline, and that begins with managing the R Factor. Successful selling in today’s marketplace requires the development of skills that go significantly beyond mere technical competence. No amount of technical competence can overcome a lack of discipline. We teach your sales people how to apply the R Factor to maximize their sales performance.

3) Breakthrough Selling. The Breakthrough Selling process teaches you how to focus on the right customers, get access to decision-makers, discover what is most important to decision-makers, demonstrate the value of your solution, facilitate a buying decision, and build and sustain high-impact relationships.

4) Making the Connection. Learn how to communicate and connect with customers by responding to the customer's buying style. Learn how to proactively build the three dimensions of trust: character, competence, and connection. Building a foundation of trust is the indispensable starting point for Breakthrough Selling. Everything you do in the process of selling, service delivery, and relationship-building depends on the trust you build with the client.

5) Coaching and Execution. When old habits meet new skills, old habits tend to dominate unless there is effective accountability and support. Focus 3 provides accountability, support, and coaching to help you apply the Breakthrough Selling skills and strategies in order to achieve next level results.