The ESP programme draws on the scientific work of Professor Robert Cialdini (Six laws of Influence), Simon Sinek, (Start with Why) Dr Robert S. Hartman (Axiology), W. Edwards Deming, Peter Senge (Fifth Discipline, systems theory) and an Ontologically based coaching process to give participants a unique, powerful and sustainable learning experience.
The ESP sales workshop is designed around providing the participant with the required balance of theory; practical applications and experiential learning that is required to having a sustainable and reproducible effect.
The ESP programme is different from traditional sales courses because it incorporates the three different requirements that separate average versus exceptional sales people:
- Skills and competencies (technical aspects)
- Strategy (planning and process)
- Mindset (accessing an optimal state for selling)
Most traditional courses only deal with the first two aspects ignoring the third. By including and expanding on the third aspect the salesperson begins to unleash their true sales potential and can attain Sales Mastery.
Understanding and Accessing a Peak Sales State.
Human beings are always in a state. Whether it be a state of anxiety, ecstasy, fear, joy, depression, purpose or any of the many variants. we can not, not be in a state. This being so, our lives become the product of the states we consistently find ourselves in. We all have the ability to consciously choose our state, however this does not happen too often for most of us and thus we are effected by external influences. We ultimately become the victims of these external influences, market conditions, customer personalities, economic conditions, competition, pricing etc and are therefore at the mercy of the states we simply find ourselves in.
Salespeople are like Athletes
Salespeople, in many ways can be likened to athletes and must be seen as such. To become a top performing athlete requires a high level of skill in a chosen discipline. Focus, commitment and physical, mental and emotional (state) acuity and control are key to high performance. These must be developed to withstand all negative environmental influences, so that the athlete is able to perform at peak in any situation under any conditions. If you’re dictated to by your environment, which is ever changing, you’re always a victim to it and your fortunes will rise and fall with the environment. When you rise above your environment you begin to master it.
The sales landscape is a tough and dynamic environment. Simply knowing how to sell, (your sales pitch, closing ability, features and benefits etc) is no longer enough because every salesperson in the market has those skills. Tenacity, drive, optimism, energy and likeability are some of the by-products of accessing a peak selling state. These become your key differentiator.
The main thrust of the ESP programme is around developing the awareness, emotional intelligence, inner strength and belief in each participant. By arming them with tools and techniques to access their own unique powerful sales state, they rise above all competition in the marketplace.
Lets face it, most products in the market place are similar in spec and features and benefits. Price, and quality cannot be used as a unique selling proposition. The salesperson, the relationship that is built and high service levels are what sets you apart.
The ESP programme answers the question that so many organisations ask despairingly when they have completed their sales training, where are the results? Knowledge without the ability to translate it into effective application is useless. The deep and practical learning that occurs on the course with the skill to apply it makes for sustained and powerful results that translate into organisational success.
The programme works when we understand why we do what we do, or don’t do, and when we understand how this affects our ability to respond to the customer, market conditions and ultimately the results we produce