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ESP specialises in the training of sales personnel and sales management in the service, finance, distribution and manufacturing sectors.

CAN SALES PEOPLE BE TRAINED TO SELL MORE VALUE THROUGH FINANCIAL PROPOSITIONS?

CAN THEY BE TRAINED TO GIVE LESS DISCOUNT?

Sales resources and their support represent a major expense yet many companies do not make the return they would like. What would be the financial benefit if you could improve margin by 3 to 5 percentage points?

Many salespeople have not evolved with over supplied markets, struggle to differentiate and see price as a major obstacle.

We know that successful 21st Century selling requires a professional consultative approach in the case of high value capital goods and services, particularly where an investment requires justification. Because price comes up early in discussion sales people often reveal their discount licence up front through fear of loss.

The secret of business is understanding how to achieve a desired outcome.

If that desired outcome is an increase in sales volume at higher margins, selling on price is not the answer.

Consultative Selling is about selling value.

Selling value is knowing how to present the cost of products or services as an investment.

Customers making an investment do so because they can see how they are going to make a return on that investment.

ESP specialises in training people how to develop attitudes, strategies and tactics with methodologies that are based on the law of cause and effect to achieve specific outcomes.

Each Training Module is outlined in an abreviated one page short form contents document and is then expanded upon in a more detailed overview document. Click on the relevent 'Synopsis' button for the short form version or click on the relevant 'Overview' button for the more detailed version [please note, those which are not shown as buttons are being prepared and will be uploaded shortly]:

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Last updated 2 October, 2008