• Mike's sales successes result from his unique tried and tested methods and now passing on his skills is an opportunity not to be missed - Alan Avery, Client Executive. IBM
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    The Consultative Sales Company

    A Wealth of Knowledge available to you
     
    The Consultative Sales Company was founded by Mike Pick after 26 years of consistent on target, and over target sales performance in the IT industry. Mike has extensive new business and account management skills gained from front line sales roles, sales management and Sales Director positions within IBM (10 years) Unisys (5 years), Sun (3 years) as well as 8 years commercial channel experience with vendor Business Partners.
     
    Mike was involved for 10 years with the IBM Global Sales School at  Warbrook, as a visiting manager and is now retained as an independent and certified Call taker and Role play instructor for UK and European students. Mike is also an Associate of the Longley Academy and a number of their well known courses and Sales methodologies are available through the Consultative Sales Company. 
     
    Having been fortunate himself to have received numerous Sales Training courses, such as Power Base Selling, SPIN, SCOTSMAN qualification, the IBM Consultative Selling Method, Miller Heiman Strategic Selling, and numerous short courses, Mike has tailored the most effective Sales tools, thought processes and procedures to develop training courses within four key areas;-

    *Constant opportunity identification and ruthless QUALIFICATION.
    *Clear understanding of customer needs and COST JUSTIFICATION.
    *The Pre-Sale Project Definition Workshop (PDW) method to obtain a SOLUTION DESIGN.
    *Focused and fearless
    CLOSING PLANS..

    How we approach helping you identify areas of improvements
     
    At an early stage we recommend a full assessment of individuals and teams sales skills to identify areas of strength and areas where improvements in behaviour and skills will result in better sales outcomes. Our proven questionnaire not only measures the usual sales motivations and behavioural characteristics of an individual but also uniquely the actual sales skills of that person and compared to expected results of a specific role. Up to 10 roles can be measured against such as New Business Salesperson, Account manager, Sales Manager, Inside Tele-sales, Territory Leader, and so on. This approach means that rather than 'blanket coverage' of topics on sales courses, the actual needs of an individual or team can be more focused and thus time and budget efficient.

    A focused number of courses can therefore be tailored to those new to sales* or to experienced individuals. The courses concentrate on qualifying the realistic chances of success for each opportunity in the pipe line, how to maximise the hit ratio of those qualified opportunities through cost justification; how to work in a consultative manner to design a solution with the customer, and finally how to have fearless and successful closing plans.

    *For those new to sales, a
    Foundation Selling course or individual coaching is available to understand the science of selling, and learn fundamental skills such as prospecting, planning sales calls, questioning techniques, establishing needs, qualification, proposing solutions, and closing methods. The Foundation course builds confidence and sets the agenda for more advanced consultative sales training.

    Board level** consultancy and Sales Management Secondment, one to one
    Mentoring, as well as classroom training are all available to improve key Sales performance indicators and increase the sales revenue of individuals, complete sales forces and company profitability.

    ** For board members or non sales managers who need to understand the Fundamentals of successful selling and how to achieve a companywide culture of successful selling, a tailored,
    Fundamental Sales Culture course is available.

    As the first step to a better outcome,
    please contact Mike on (44) (0) 7446 197444 for an initial discussion of your requirements.