In our ADAPTOR® professional sales program, we do much more than teach participants a consultative selling process. We simplify the critical elements of consultative selling to make them easily applicable in the field.
At a simple level, ADAPTOR is an acronym that summarises this simple methodology. However, we also address the emotional intelligence required by sales professionals to build trust-based relationships with clients. This requires them to ADAPT their own approach to ensure optimal results are achieved with clients who have many different styles. We also address the need for organisations to ADAPT their cultures to be client-centric as opposed to self-centric, and to ensure everyone in the organisation is helping the sales effort, not hindering it.
The ADAPTOR method:
- Discover Client Needs?;
- Acknowledge Client Needs?;
- Present Solution?;
- Test Acceptance?;
- Objection Handling?;
- Reach Agreement/Advance.
ADAPTOR® addresses the critical elements of the professional consultative selling process. We also recognise and address the challenges of aligning culture and processes to support the sales effort.
ADAPTOR® Sales Excellence is a group coaching program built around six core modules that are usually delivered over six months. The program includes:
- bi-monthly group workshops;
- work-based assignments;
- peer learning support; and,
- 12-month phone access to your coach;
- We also offer optional individual or pair coaching;
- Robust program evaluation for your ROI measurement.