To win in today’s market, companies need to improve relationships with customers, rapidly grow sales, manage high-level sales calls and successfully negotiate and close deals. A critical need is to move the traditional focus from selling individual products and services to building relationships and offering solutions. Mentor Group is proud of its track record and success in the area of Business Development and its approach in using our ADE method to help our Clients develop sustainable growth in their business.
Our Client Readiness Model for working with you, gives you a comprehensive and quantifiable snapshot of where you are today and is applied at both organisational and individual levels of your salesforce or Business Development teams
The model starts by establishing your current status and your aspirational direction, and sets out milestones for a tailored programme for your people. This will generate a quantifiable Return on Investment, and ensure measures of success for ongoing review.
Sales Gym
The Sales Gym concept is the Mentor Group’s foundation for future sales success. Both strategic and tactical, it is a powerful, unique methodology that includes tools, processes, skills, tips and techniques developed into an actionable road map for the entire customer-centred team to use again and again.
Working with our clients, we offer a tailored service covering all aspects of the core Sales Gym concepts from foundation level, through advanced sales to leadership and coaching activities, exploring areas such as board-level performance and improving personal impact.
Assess the customer quickly
Key Client Management
When the satisfaction of a relatively small number of major clients is instrumental to an organisation’s success, then Key Client Management comes to the fore. Such clients are by their nature more demanding and complex to manage, yet often provide long-term stability and substantial opportunities for organic account growth. Developing capabilities in account research, strategic planning, networking and the management of multiple relationships will create a framework for success. Mentor’s support is developed to match specific requirements and hones expertise in territory management, creation of effective support teams, opportunity identification and deal-making.
Consultative Selling
In most organisations Consultative Selling is the aspiration point that sales professionals aim towards. We at Mentor believe that this is only step 2 of a 4 stage journey upon which true rewards can be obtained. Consultative selling needs to be mastered first before approaching the higher levels of Strategic and Enterprise selling. It is the foundation stone of business development success in the 21st century. To ensure that the sales professional maximises their successes, Mentor explores four focal areas.
Stage |
Sales approach |
Key characteristic |
Key focal areas – consultative selling
|
1 |
Transactional |
Sell to |
|
2 |
Consultative |
Sell with |
|
3 |
Strategic |
Value add |
|
4 |
Enterprise |
Partnership |
With Consultative Selling, the customer’s requirements are the central point around which the rest of the selling process revolves. Sales professionals are shown how to prepare and partner with customers. This is reflected in their in-depth understanding of customers buying motivations and requirements. Mentor Group has proven this model leads to increased success.
Negotiation
Mentor believes that negotiation isn’t about putting across a persuasive point of view; it’s about creating understanding and ultimately identifying the mutual benefit within a negotiating situation. Following a detailed diagnostic assessment we create programmes using a range of high impact tools to generate the required behaviours and business results. Our solutions will include highly interactive workshop sessions, and practical skills scenarios built around the client’s real-life environment, often using business actors for added value.
Service Excellence
Most organisations know that bad service experiences lead customers to leave and to tell others. Sales and Marketing costs are wasted when service levels fall. Service excellence is a core capability for Mentor. Bespoke programmes target leaders, managers, supervisors and front line employees to create sustainable behavioural change. Addressing customer loyalty, the mindset of service excellence, communication and behaviour, our bespoke programmes instill a sales service culture focused on critical success factors.