How is Mindful Selling™ different from other sales courses or methodologies

Many sales processes tell you what you should be doing but not how to do it.
“Sell to the people at the top,”-Yes, but how?
“Stand firm on price, but bring in the business.” –Yes, but how?
“Speak confidently to high level executives.” –Yes, but how?
“Make sure that pipeline is balanced and accurate”- Yes, but how?

The few sales training companies that do tell you how to do things provide you with a generic formula for everyone. While we provide you with a core process, it is designed to be flexible and help you adapt to different business situations. Mindful Selling™ trainers and consultants work with executives, managers and representatives to enhance the skills they already possess and to develop new skills in line with their personal attributes. Additionally we work with all attendees before, during and after the initial workshops to uncover and develop their unique individual strengths.

Mindful Selling™ customers are able conduct, monitor, communicate, and measure sales activities via a well defined sales process. The Mindful Selling™ sales process is flexible enough to adjust to the innumerable variables prospects present while capitalizing on the core selling talents of each individual on the sales team. The ultimate goal of a Mindful Selling™ sales team is to create and support sales people who are able to adapt to the vicissitudes of the business world-and bring in revenue.

Seller wins=Team wins=Company wins
We help marry the individual to a process that the organization can track while marrying the process to the individual’s strengths. Hence, everyone wins, the company, the sales team, sales management and the individual seller.

Performance and Results
Mindful Selling™ customers are able to conduct, monitor, communicate, and measure sales activities via a well defined sales process. The Mindful Selling™ sales process is flexible enough to adjust to the innumerable variables prospects present while capitalizing on the core selling talents of each individual on the sales team. The ultimate goal of a Mindful Selling™ sales team is to create and support sales people who are able to adapt to the vicissitudes of the business world-and bring in revenue.

Traditional sellers:
-tell buyers what they need
-rely on product features to sell
-rely on their managers to discount to close a sale
-orient sales discussions from their own point of view
-forecast based on feelings
-focus on their own needs such as making quota
-panic when faced with objections
-often make excuses
 
Mindful Sellers are different from traditional sellers in that they collaborate with the buyer to address and fulfill the buyer’s needs. Mindful Sellers:
-listen and converse with buyers
-rely on their own skills to help buyers solve a problem or meet a challenge
-rarely discount, and if they do it is planned and purposeful
-orient conversations around the buyer’s concerns
-forecast based on measurable criteria
-focus on the buyer’s needs
-become mindful when faced with objections

At one time it was believed that top sales people and good leaders were born. Research and experience indicates that top sales people and leaders can be developed. Mindful Selling™ helps people develop the skills to lead themselves and others to success. A good leader is focused on guiding his or her followers toward success. A Mindful Seller is focused on the success of the buyer. Hence, buyers will often purchase from a Mindful Seller because of the way s/he sells more than because of what s/he is selling.

Mindful Selling™ tailors its workshops to fit the aspects of your sales culture that you want to keep while guiding you to more productive ways to expand your market.