Training
Traditional models of business are undergoing a radical shift.
Established, once thriving, organizations are fighting for survival while disruptive start-ups are changing the definition of success.
Today, the key to a profitable, high growth organization is the ability to generate business, build a loyal and committed client base, and retain your customers.
Business development is a process, requiring essential skills that all professionals must learn.
The approach of ‘’selling’’ or ‘’pitching’’ your products, services and expertise is rapidly becoming obsolete and ineffective.
Skilled sales professionals and those responsible for business development, ‘’lead’’ their clients to an informed buying decision by offering solutions, value, peace of mind and results that build long-term relationships.
If appropriate, they also challenge their clients to consider new or more effective ways to achieve their desired outcomes.
Clients are motivated to buy when they have an opportunity that can be scaled or a problem that must be solved. They will act when you reveal a path forward that makes sense to them and clearly demonstrates the value of your solution. That decision is not dependent on the lowest price.
Skilled sales professionals and those responsible for business development, ‘’lead’’ their clients to an informed buying decision by offering solutions, value, peace of mind and results that build long-term relationships.
If appropriate, they also challenge their clients to consider new or more effective ways to achieve their desired outcomes.
Clients are motivated to buy when they have an opportunity that can be scaled or a problem that must be solved. They will act when you reveal a path forward that makes sense to them and clearly demonstrates the value of your solution. That decision is not dependent on the lowest price.
3 Principles of
Successful Selling
Ralph’s approach is based on three proven principles. In contrast to a traditional, product focused approach, Ralph emphasizes a sales approach which focuses on:
Earning The Right • Securing Commitment • Providing Value Based Solutions
The Kison Selling System –
The Sales Diamond™
Success in a competitive sales environment requires insight into the decision-making process, including the role played by emotion, logic and ego.
The Kison Selling System contains five steps, which have been proven to achieve sustainable success for individuals and organizations.
Plan
Define specific and measurable goals and objectives that drive all activity to achieve desired outcomes.
Create a realistic action plan to guide implementation and client engagement.
Process
Apply the Kison Sales Diamond™ system which provides a six-step proven model for Earning the Right to Secure Commitment.
Kison’s Sales Diamond™ can be customized to meet your specific organizational needs and industry or market forces.
Skills
Learn how to develop the finer nuances of communication, negotiating and presentation skills that build trust and achieve sustained improvements in sales performance and client loyalty.
Effective skills execution is the difference between an average and outstanding performance, or a sales professional and ‘’order taker’’ and creating long term sustainable and profitable relationships.
Value
Deliver customized solutions, products or services that create a value proposition unique to the client to position you as a trusted advisor, expert and strategic partner to your client.
Results
Achieve the specific and measurable goals and objectives that were defined in step one using quantitative and qualitative metrics.
Reapply the five step process to build long term client relationships.
Professional
Selling Skills
The foundation for sales, service, client development and retention.
Each part of this progressive module builds on the previous section, enabling companies and individuals to apply Kison’s Sales Diamond™ to their specific environment, opportunity or challenge.
Learning and skillfully applying the proven sales strategies incorporated in this program, enables participants to:
- Gain confidence and understand the sales and business development process.
- Maximize personal effectiveness by creating a logical and actionable sales plan and strategy.
- Provides those in technical roles who must function as a ”seller/doer” with a framework to do business development without coming across as “salesy”.
- Apply the Sales Diamond™, a proven sales model that leads to action and results.
- Understand how to reach decision makers and engage influencers to be allies and supporters.
- Do business by obtaining what they deserve and have “Earned The Right” to request.
- Effectively develop rapport and trust.
- Become competent and confident in applying effective sales skills.
- Confidently ask the client to commit and decide in their favor.
- Increase their capacity to build new business, retain clients and differentiate themselves on value not low price.
MyKISON E-LEARNING
PROFESSIONAL PROGRAM
Personal development and continuous learning require a lifelong commitment to fulfil your potential and become the best version of you.
The myKISON E-learning community is an exclusive community for talented professionals dedicated to lifelong learning and ongoing opportunities to improve and enhance essential skills required to succeed in business development and professional sales.
Personal development and continuous learning require a lifelong commitment to fulfil your potential and become the best version of you.
The myKISON E-learning community is an exclusive community for talented professionals dedicated to lifelong learning and ongoing opportunities to improve and enhance essential skills required to succeed in business development and professional sales.