CREATING AN AWESOME SALES CULTURE
The WELLSELL™ concept is a customised and holistic sales development programme, which includes an insight led sales methodology that is based on the study of highly successful sales people. To put it simply, the model neither pushes individual products at the client nor pulls opportunities by expecting them to know and reveal their needs. Instead, it develops the client relationship to reach a stage where a client is challenged to think about their situation in a new way - and seek help and advice on how to prepare for it.
One of the unique features of WELLSELL™ is a simulation element called REALITYCOACHING™. It allows organisations to assess but also develop their people at the same time with incredible results.
WELLSELL™ INVOLVES THE FOLLOWING STAGES
Establishing appropriate personal branding and credibility with clients and stakeholders. This also provides the opportunity to lay out a new approach to clients.
Identifying areas for development and discussion with clients. This will include sharing the need for change
Providing insights and case studies to help clients understand their challenges and why they matter;
Helping clients understand the way that the focus areas can be handled to get the best outcomes;
Agreeing appropriate ways forward and how they can be implemented.
An Individual Development and bespoke WELLSELL™ Programme is designed to:
Define the team behaviours and style based on the clients’ requested capabilities,and FinSell™; an insight led influencing model designed with the customer in mind;
Assess the current individual approach using REALITYCOACHING™ and an appropriate profiling tool;
Identify their future potential;
Train in the WELLSELL™ skills using appropriate development interventions;
Embed the key learning points and assess the effectiveness of this with a follow up coaching session.
KEY STEPS OF THE PROGRAMME
Discover and Explore
Step 1: Designing Framework
Step 2: Roll out Assessment and REALITYCOACHING™
Step 3: Reporting
Step 4: Analysis of the results and Design of the Learning Intervention
Step 5: Individual Development and WELLSELL™ workshops rolled out. Optional additional initiatives as defined in step 4 rolled out.
Step 6: Verify the effectiveness of improvements by assessing skill sets again at an appropriate future time.