Become a Purpose-Driven Sales Professional

Become a Purpose-Driven Sales Professional

 

David Ho has built his business by helping companies like Cadbury, Maxis and L’Oreal Paris build passionate, purpose-driven sales organizations.

 

His experience tells that salespeople who focus on their purpose—to improve their customers' lives—rather than a metric assigned to them (quotas) actually sell more and are happier in their roles.

 

In this course, David outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level.

 

Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types.

 

Last, he provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.

TRAINING SYLLABUS

 

WHAT IS SELLING WITH NOBLE PURPOSE?

• What noble purpose is and what it isn’t

• What sales is the lynchpin of organizations

• How noble purpose sellers beat quota sellers

• How to write up your wins as case studies that impress

 

JUMP-START SALES EXCELLENCE

• Marshall your energy for the first call

• Critical components of precall planning

• Open a call without sounding scripted

• The death of the pitch deck

• Sales process vs. sales cycle

 

HOW TO RECOVER WHEN YOU FAIL (AND YOUR WILL)

• How to recover from a bad call

• Three kinds of obstacles

• This is not your father’s sales environment

 

POSITION YOURSELF AS A PURPOSE-DRIVEN SALES PROFESSIONAL

• How to work with our boss on sales

• How to talk with senior leaders inside and outside your company

• How to be coachable and why it matters

• How to network without being obnoxious


 
 
 
 
 
 

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