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"If opportunity does not knock, build a door."
Milton Berle
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macsimize sales training is the cornerstone of our business. We offer a suite of consultative sales training and consulting solutions which are designed to focus on value-based offerings to clients.
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Our comprehensive sales training programmes provide high impact tips and strategies along with videotaped feedback to replicate "real world" application of the skills learned. Our methodologies are based on developing specific competencies. Successful sales practitioners in their own right, our trainers have consolidated their experience of "best practice methods" into immediately applicable techniques that result in increased productivity and top line growth.
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| benefits |
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| Increase sales revenues. Simply, our methodology focuses on improving sales results. We blend art and science - integrating communication and relationship building skills with disciplined business thinking and processes. This enables sales people to become trusted advisors who devote themselves to helping their clients succeed. The results are obvious - increased sales revenue time and time again. |
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| Higher profits. macsimize's "value-based" approach provides sales people a clear structure to offering benefits to clients, rather than focusing on pricing negotiations. The result is higher profit margins.
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| "Don't sell... help customers buy".
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| features |
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| Targeted business results. Our training programmes are usually undertaken to address specific business needs and desired results. The tools, skills, processes and training applied directly support business objectives. |
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| Business integration. To support and improve daily operational sales activities, macsimize works closely with clients to integrate our effectiveness tools and sales frameworks into their sales processes. The sales team is therefore equipped with techniques that are immediately applicable, where results can be measured and managed. |
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| Focusing on habits. We act as key drivers in helping management convert fresh ideas into standard operating procedures and empower individuals to turn new skills into positive subconscious habits. |
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| Coaching reinforcements. The sales manager is one of the most important roles in improving and sustaining strong sales performance. Studies show that the most critical part of initiating improvement in sales performance is the phase immediately following training interventions. Our consultants work hand-in-hand with the sales management team to achieve alignment through structured follow up programmes, ensuring key messages, behaviours and responsibilities are effectively implemented. |
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| Measurement. Good sales training programmes are easy to measure. We take pride in being able to positively impact our clients' revenues. We would be happy to share with you specific client references. |
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Understanding the buyer. We have found that most sales teams have a well defined "selling process" but lack consideration for the process at the other end, where the buyer makes key purchasing decisions. macsimize's approach to training is to help sellers understand how individuals and companies make these buying decisions - what criteria they use and how the decision to buy is an ongoing process that can be strategically influenced.
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| In the new competitive and increasingly "commoditised" market, this buyer-focused methodology empowers sellers to distinguish themselves by how they sell and not what they sell - value as opposed to products.
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Psychometrics. We use world-class psychometric tools to help sales people appreciate how different buyers respond and why each sales opportunity requires a different approach and tactic. Our training helps sellers:
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- Recognise different buying roles and leverage them effectively
- Execute strategies that create value for customers at every stage of the process
- Identify and influence customer decision criteria and reduce the importance of pricing
- Assess the competitive landscape and position appropriately with a winning proposition
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| solutions |
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| macsimize designs, develops and delivers a comprehensive suite of sales improvement solutions including sales training and management coaching. Our solutions are designed to build the client's long term capabilities in driving and sustain sales performance improvements. |
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- Creating my personal brand
- Prospecting, networking and referrals
- Powerful presentation skills
- Successful sales meetings
- Consultative (needs-based) selling
- Advance questioning skills
- Growing strategic accounts
- Team selling
- Winning pricing negotiations
- Coaching for high performance
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| Sales training workshops generally consist of concepts, exercise, case studies and role plays. Often, role plays are videotaped for reference and one-on-one follow up coaching sessions. Role plays are designed around specific real world prospects or clients, giving participants immediate tangible benefits. |
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