Earle maintains that only by learning the processes of differentiation will smaller vendors succeed in the longer term.
“There are ways”, he says, “that smaller companies can outmanoeuvre competitors”
He cites an example where a bidder for a public sector contract worth hundreds of millions of pounds used some of these techniques to win a piece of business that is now a household name in the UK.
CSL’s program - “Differentiate to Win” (D2W) - can be accessed via short public seminars or through private coaching sessions. It focuses on the business to business (B2B) environment but is not regular sales training, instead aimed at stimulating a change of thinking in senior management teams to facilitate significant growth.
“The program offers a way of going about the sales process that is different from the approach advocated by other sales coaches and does it in a way that involves the customer every step of the way.”
In addition, and in line with CSL’s philosophy, the company now holds the worldwide exclusive rights to The Trusted Seller, Mark Bishop’s seminal work on the ten behaviours that sellers need to exhibit to stand a real chance of winning business.
After an extended trial cycle the company is now in discussion with potential partners to accelerate rollout of the DTW program in 2012.
For more information please contact:
Press Office - Complementary Solutions
Phone: +44 (0) 7736 383 220
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What we do: we enable our customers to increase win rates by up to 20% (and sometimes more). How do we do it? We show how the DNA of your business can be transferred, profitably, to that of your client. We show you how to properly articulate your value, how to sell that value and, finally, how to deliver that value. We can show you how to increase average order values, improve win rates and to shorten sales cycles.
We’ve all heard of win-win, but how about win-win-win?
Our techniques have been developed and tested in the corporate world and are now available to our SME customers operating in the B2B environment. We also have a number of partners who use our techniques to improve their performance.