Through interactive, online sales coaching, MBI gives salespeople the tools and processes to use to move from a deal-driven strategy to a value-driven commercial relationship strategy.

 

For many years, the average South African salesperson has been "deal driven" – “I’ll close this deal, then move on to the next.” The result of that sales strategy is that it places the supplier in the position of “one of many” – there is no long-lasting value-based commercial relationship. “Deals” are done based on immediate need and a price list. The result being that the supplier is then participating in a price-driven "auction", managed by the client!

 

Today’s client requires a fair price, high quality and above all, a value-driven commercial relationship with the supplier. Therefore, we need salespeople that can close on the transactional sale and at the same time have a future focussed, value-driven business conversation with the client, that will bring them back for more.

 

Understanding and addressing a client’s unique needs is crucial in sales. When a salesperson takes the time to explore, analyse and construct a result or solution specific to the clients requirements, it builds trust and demonstrates genuine interest in solving the client’s problems. This "specific to your business" approach leads to higher client satisfaction and loyalty.

 

Our sales coaching program takes your salespeople from a purely deal-driven strategy to a value-driven, solution-focussed commercial relationship strategy.