• Delta Point believes that Sales Excellence is based on three distinct yet interconnected components which we refer to as KMR.
  • We believe there are 8 core areas that representatives must focus on to be truly great at connecting with their customers and demonstrating success.
  • We work with you to create sales messaging that helps make that small change, to get your customers to think and act differently.

Much of Delta Point’s sales training and messaging development is derived from our best-selling author and nationally-recognized sales expert CEO, Jerry Acuff’s, core tenets from his books The Relationships Edge in Business and Stop Acting like a Buyer, Start Thinking Like a Customer.

Delta Point believes that Sales Excellence is based on three distinct yet interconnected components which we refer to as KMR: Knowledge, Messaging and Relationships.

  • Knowledge: what you know
    • Customer knowledge—understanding the customer’s perspective
    • Self-knowledge. “Knowing yourself is beginning of all wisdom”. [Aristotle]
    • Category knowledge – knowing your disease as well as your physicians
    • Brand knowledge – knowing your data better than anyone else
    • Competitive Knowledge – knowing your competitor data better than your customers do
  • Messaging: how you communicate what you know
    • The essence of effective communication is not persuasion but gaining understanding.
    • Ask effective questions to gain understanding and to position your product effectively in the mind of your customer – not just telling them your data
    • Sharing compelling product stories which tap into emotions—for buying decisions are made based on emotions not logic
    • Words matter – framing questions and stories with low pressure words, and finding the right angle in, to keep your customer truly engaged
  • Relationships: the type of connections you build with your customers
    • There is a process to building business relationships
    • Your relationship with your customer affects how your customer responds to you—how well they listen and will act upon commitments.

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Jerry Says

“Asking 1 insightful thought provoking question about our brand’s attributes is 5 times more powerful and memorable than any 2 minute presentation/detail.”

The Big 8 of Sales Excellence

We believe there are 8 core areas that representatives must focus on to be truly great at connecting with their customers and demonstrating success.  We also have derived proven tips, skills and techniques to improve representatives skills in these areas, and to help managers coach to them.

We find these 8 areas to be:

  1. Planning
  2. Goal Setting
  3. Relationship Building
  4. Opening the Call
  5. Questioning
  6. Telling the Product Story
  7. Objection Handling
  8. Closing for Commitment

We provide both standardized resources on these 8 skill areas – and create customized trainings, materials and messaging in these areas for client needs.

Words Matter

How you say what you say can be as important as the message itself, if not more so.

  • Dramatic changes aren’t normally required.
  • Often small changes to word choice can make a big difference in how receptive the customer is to listening to what the sales representative has to say.

We work with you to create sales messaging that helps make that small change, to get your customers to think and act differently.

Criticality of First Line Sales Managers

Sales Managers are the linchpins to sales representatives’ development and sales results. Equipping the sales managers with the proper training, resources and tools is paramount—because they need to be able to coach and teach selling when in the field working with their team of sales representatives.

Our belief is that coaching is uniquely different and exponentially more difficult than selling.

Coaching excellence is defined as the integration of a true coaching mindset, a trusted connection with the employee, and an ongoing, collaborative process to systematically improve performance.

As such, we often ask a very important question.  What are organizations doing today to elevate the coaching ability of their first and second-line sales managers?

Coaching and Leadership

While coaching and leadership are intrinsically linked, you MUST separate them when you train to one or the other because they are different.

One of Delta Point’s core competencies is helping a leadership team to actively coach the sales force to greater sales success.

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Read more here about our Coaching programs.