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This program is designed to boost margins on sales. It reminds your sales team that your company needs to make margins and dissuades sales people from eroding these margins in the name of customer service, loyalty, bulk discount or whatever other term they use.

Many sales programs are too complicated with no lasting behavioural change for your sales team. Continue-Start-Stop Selling Techniques could not be easier to implement and is a proven methodology. At the conclusion of the program you will have an action plan of what activities and behaviours will be continued, started and stopped.

At the conclusion of this program your sales team will be able to:

  1. Understand the importance of margins.
  2. Differentiate your products and services.
  3. Negotiate better deals using NLP techniques.
  4. Embed solution based selling techniques.
  5. Understand the psychology of buyer behaviour and sales behaviour.
  6. Build congruent action plans between senior management and sales teams.
  7. Communicate more effectively internally and externally to reduce waste.
  8. Agree segmentation and targeting parameters.
  9. Mirror excellent service levels with profitable customers.
  10. Creatively look for opportunities to increase customer loyalty.
  11. Agree and roll out your Continue-Start-Stop action plan.

Case Study

A Fortune 500 office automation and IT organisation decided to increase it's shrinking margins. This could only be achieved through changing the behaviour of their direct sales team who focused traditionally on increasing the revenue results to increase commission earnings. Healthy commissions often resulted in eroded margins due to the practice of discounting / price reduction incentive selling. After the Continue-Start-Stop Selling Techniques program, the following steps were taken to change the behaviour of the sales team.

The following steps were weighted, agreed and implemented. Continue 1. Targeting top 100 key account base. 2. To apply solution based selling techniques via the use of the strategic selling blocks. 3. To move from transactional selling to relationship selling. Start 1. A commission plan rewarding 50% revenue target attainment and 50% margin target attainment. 2. An immediate sales training for the 60-80% of the team who are below 80% of their budget with weekly, monthly and quarterly prospect review sessions. The whole sales team to improve reporting to pursue the "what gets measured gets done approach". Stop 1. Sales people spending 80% of their time behind their desks. The ratio should be 20% office and 80% field activity with their customers. 2. Accepting activity levels which are below the KPI target numbers. 3. The sales team caretaking unprofitable accounts. Would you like to attend this program?

  • For maximum effectiveness, this program is best conducted as an in-house program.
  • Ideal group size: 4 - 12 participants.
  • Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost.
  • Cost: Price on request.
  • Target Audience: Senior mangement, sales management and sales teams.
  • Duration: This program can be adapted to meet your requirements.

If you would like more information on this training program, please contact: Melinda Kavanagh - Marketing Manager 03 9805 8000 Email:mkavanagh@preftrain.com or visit our website today.