Examine your top products and services and list these below:

Example of my products:

• Sales Enablement Solution
• Science of Selling – Emotional Intelligence
• Sales Leadership Training
• Developing Sales Plans

Explore each product and service you have listed and list the benefits and advantages associated with each below:

• Remember that a benefit is the conversation you have with your customers, where you describe “WHAT IS IN IT” for them
• An advantage is defined by the “So What” statement.

Example:

Sales Enablement

Benefits

• We identify the best practices within your organisation and then we tailor a specific “Sales Enablement” solution, to suite your specific needs.
• We use our learner delivery methodology to convert these best practices, we have identified, into your sales teams new “Sales Success” habit set.

Advantages

• We identify the best practices within your organisation and then we tailor a specific “Sales Enablement” solution to suite your specific needs, so that your sales team gets the exact Sales Enablement support they need, thus eliminating time wasted on unnecessary learning.
  • Your sales team only engages with relevant Sales Enablement material, so they don’t waste any unnecessary time
  • The learning solution, is very focused on their specific needs, so that they actually, get to make the desired positive transformation, which results in the desired improvements in sales performance and results.
• We use our learner delivery methodology to convert these best practices, we have identified, into your sales teams new “Sales Success” habit set, so that your sales team gets to perform all the crucial daily sales behaviours on autopilot.
  • In other words your entire sales team performs all the best Sales Practices daily, which ensure that they carry out all the crucial sales activities daily, which means that your sales team gets to smash their sales targets
  • You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that more of your sales team members will achieve their sales targets, every year.

Please use the above example, as a starting point, to ensure that you completely understand the benefits and advantages associated with using your product or service.

This understanding, will equip you to more effectively engage your customers and support you to connect Your Value Proposition, to each customers unique, needs, values and expectations.

Explore each product and service you have listed and list the benefits and advantages associated with each below:

Explore each product and service, which you have listed previously and now describe each one, in terms of each different personality types, thinking style and decision making processes.

Please read through the descriptions below to remind you about, how each personality type thinks and makes decisions, below:

Socialiser

When meeting with a Socialiser, it is crucial that you have a crystal clear understanding how using your product or service will POSITIVELY“affect their people“

Organiser

When meeting with an Organiser, it is crucial to come prepared to show them the Method and Systems, you will utilise when you introduce your product or service at their organisation.

Learner

When preparing to meet with a Learner, it is crucial that you prepare as much information and data as possible. They want you to deliver as many details as possible. When dealing with a Learner, you can never overwhelm them with too much information. Keep supplying them with info, until they are satisfied that they know everything.

Dominant 

When preparing to meet with a Dominant, it is crucial that you prepare an executive summary, which outlines why your product or service will serve them and their organisation. When meeting with a Dominant, it is critical that you are Brief, Bright and Gone.

Example as used previously:

Sales Enablement

Benefits

• We identify the best practices within your organisation and then we tailor a specific “Sales Enablement” solution to suite your specific needs.
• We use our learner delivery methodology to convert these best practices, we have identified, into your sales teams new “Sales Success” habit set.

Advantages

• We identify the best practices within your organisation and then we tailor a specific “Sales Enablement” solution to suite your specific needs, so that your sals team gets the exact Sales Enablement support they need, thus eliminating time wasted on unnecessary learning.
  • Your sales team only engages with relevant Sales Enablement material, so they don’t waste any unnecessary time
  • The learning solution, is very focused on their specific needs, so that they actually, get to make the desired positive transformation, which results in the desired improvements in sales performance and results.
• We use our learner delivery methodology to convert these best practices, we have identified, into your sales teams new “Sales Success” habit set, so that your sales team gets to perform all the crucial daily sales behaviours on autopilot.
  • In other words your entire sales team performs all the best Sales Practices daily, which ensure that they carry out all the crucial sales activities daily, which means that your sales team gets to smash their sales targets
  • You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that more of your sales team members will achieve their sales targets, every year.

I have selected one advantage to use an example below:

• You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that more of your sales team members will achieve their sales targets, every year.

Socialiser

• You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that your entire sales team will manage to smash their sales targets.
  • This means that your entire sales team will be content, as they will be on track

Organiser

• You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that your entire sales team, will have a very powerful SALES SYSTEM, that will help them smash their sales targets.

Learner

• You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that all your sales team members will “LEARN” all the new skills they need to consistently smash their sales targets.

Dominant

• You are no longer dependant on a few superstars, to help you achieve your sales targets, as everyone performs all the “Best Sales Practices” on autopilot, which means that your your entire sales team will smash their sales target, leaving you to shine and be recognised.

Now list your organisations benefits and advantages below and describe each on in terms that each personality type will relate to: