Advance Training

Module - Mathematics of Selling

If we wish to increase the level of our sales, we have limited choices.

We can go for bigger sales if we can find them. Then for the same level of work we get a better result. This issue is one of targeting our prospecting to bigger organisations and more senior people.

We could get a better hit rate on those sales we do go for. This improvement will come about through an improvement in our sales technique and in particular our qualification of opportunities.

We could identify and exploit a fruitful target market that suits our offering and makes us very competitive. This gives a better hit rate and faster sales.

Or finally we can pedal harder, dramatically increasing the amount of prospecting. This option is often easier to talk about than it is to do.

In any sales environment, some of these areas will be easier to change than other. And the answer can vary enormously from one environment to another.

These four items multiply up. There is a simple formula linking all of them to the target. A small improvement in each of them can lead to a dramatic improvement in results.

The formula delivers a powerful diagnostic tool to allow us to define what we need to do to make target.
Some customers say that this tool is one of the most important part of the Advance offering.