75% of change initiatives fail
Source: The Economist Intelligence Unit 

85% & 90% of training initiatives have no lasting effect beyond 120 days
Source: ES Research.

What SBR does differently and how do we beat these statistics? 

Delegates

Up to 10 delegates. Our main goal at SBR is making a positive impact. We have delivered more than 500 programmes in 38 different countries and we know that a training session is most effective with up to 10 delegates.

Delivery

24 hours focused training and role play =12 weeks x 2 hours + weekly practice assignments. SBR London Certification.

Accountability partner = email and phone availability. Forming Successful Sales Habits challenge.

Habits

In order to have sustainable change and growth, you need to look at your habits – what do you do on a daily, weekly or monthly basis, which affects your ability to win business? We help you built the habits that will drive your success.

Q.U.I.S.

Our proven Consultative Sales Methodology is called Q.U.I.S.™  Selling and uses a 10 + 3 Model to simply go through the stages most sales meetings should go through. System that we teach at Google, Facebook and many Start Ups as well.

STATISTICS

According to official data from www.DueDil.com --> In the time we have worked with companies in the UK, yearly turnover has increased by 20.60% on average. Turnover increase of our clients by sectors: Consultancy / Professional Services = 25.96%; Financial / Insurance = 23.41%;  IT / Telecoms = 24.91% 

Who Should Attend ?

2 days of training and role play ( 2/3 training + 1/3 role play) + pause (21 days challenge to form Habits) + 1 follow up day (2/3 role play + 1/3 training) + 3 months Accountability Follow Up pack  (2 follow up emails / calls a month). 

It is aimed at organisations and small businesses / start ups that perhaps only have a couple of salespeople but still require the same sales training.  If you are striving to generate more sales, this course will equip you to fulfil your goals.

Objective

The key word here is ‘habits’. In order to have sustainable change and growth, you need to look at a person’s habits – what do they do on a daily, weekly or monthly basis, which affects their ability to win business?

When it comes to training salespeople, most organisations spend the bulk of their time ensuring their people are up to speed on product and / or service knowledge and helping their people understand the process or technical skills necessary to sell.

There are, however, other areas which are just as important but often overlooked. As a result, to liberate sales potential and create successful sales habits the focus needs to cover all three of the following areas :

You will learn how to form High Performance Sales Habits 
in 3 key areas

Skills - Motivation - Systems

The triangle is the strongest shape. But what happens if you take away one of its sides?

If you have good SKILLS and use SYSTEMS to boost effectiveness but your SALES MOTIVATION is low then most probably you won't be doing the key activities needed to win business.

If you are very MOTIVATED and have good SKILLS but you don't like to use SYSTEMS to improve your effectiveness then most probably the competition will beat you. 

If you are very MOTIVATED and use SYSTEMS to boost effectiveness but your SKILLS are poor than you will have many failures and just a few wins.

SKILLS

Selling is not a “Black Art” and although there will always be those who have a more natural communication style, it is essential to understand the stages of a professional sales meeting and all the top tips that can make or break a sale.

Q.U.I.S.™ Selling – The Consultative Sales Methodology:

+ Understanding the natural process to meetings with a defined structure
+ How to create buying atmosphere vs selling atmosphere
+ The power of third person validation
+ Engineer the vision of clients as to “why us”
+ Identifying buying signs
+ Moving a prospect to action
​+ Understanding behavioural styles
+ Formula for success in sales

Q.U.I.S Consultative Selling

Presented briefly on a Vistage Open Seminar in London

SALES MOTIVATION

Increasing confidence and desire. Delegates learn how to make significant changes to their self-image and their level of confidence in a winning business environment.

Understanding 'Self-Talk'. Delegates learn about how their brain reacts when it locks onto a goal, and how they can use this to motivate them in their work environment. Motivation does not last and it is key for a High Performer to have the ability to motivate himself on a daily basis.

SYSTEMS

How to use your stats as a motivator. Here we help the delegate to understand their 4-5 stats which are driving the revenue. Then can then develop a plan which reflects their strengths and areas to grow. 

Developing your own pipeline and a relationship management document. Here we work with team members on their individual pipeline/sales funnel. This helps the sales professionals to maintain a constant flow of prospects and tracks the prospects through the sales process.

Where?

Sofia, Bulgaria - 28 Todor Aleksandrov  Blvd. -  Office Center 
Ask for SBR's event on the registration desk


A course for 10 delegates

Our passion is all about making an impact. We prefer quality than quantity!

Or call +359 877 355 178 to find out how to book your spot.

Facilitators

Toma Staykov

Toma Staykov


2009– Build his first 10 person Sales team at age 21

2011 – 2012 at Southwestern Advantage
- Top 1st year dealer - sales (international division) 2011;
- Top 2nd year dealer - sales (international division) 2012;
- Top Experienced Dealer - sales (finishing in the top 10% in the company worldwide ) 2012;
- Wall Of Grates - for recruiting (Number one in the company worldwide - recruited and trained 20 person team)
- Gold Award - for working 80+ hours a week (sales summer program = 12 weeks)

2013 – Started Delta3 Consulting -  Growth for5 years in a row
2017– Set up the Bulgarian branch of SBR Consulting

Josef Dvorak

Josef Dvorak


Ten years into a career that has involved selling, leading sales teams and developing organisations in the US and across Europe, including recruiting, training, managing, leadi
ng and motivating 277 salespeople and leaders, Josef is passionate about helping companies and individuals grow their sales potential. 

Having set up the Czech branch of SBR Consulting, Josef specialises in winning business and designing, delivering and embedding sales and business development programmes within various industries. 

As Sales Performance Consultant, he uses his expert knowledge and experience to work closely with his clients to ensure that they have the right habits, tools and processes to drive revenues, increase productivity and develop high performance sales cultures.

Who Do We Consult

Some of the Companies we work with

caret-down caret-up caret-left caret-right

Industry Sector: Management Consulting   Program Management Issue: Continual development of sales pipeline whilst maintaining current business.

"The efficiency in converting effort into results, following SBR Consulting’s training, is much greater.

Industry Sector: IT Technical Consulting Issue: Maximising business potential through technical experts.

“ Following the SBR Consulting training we improved the quality and quantity of meetings by about 50%. Our guys were really energised to do what they previously thought they couldn’t - sell. ”

“The financial benefits of SBR Consulting’s programme were very clear to us. We were selecting our opportunities better. We were managing our pipeline more efficiently. Our conversion rates had clearly improved and overall the cost of sales were reducing. We were winning more for less ”

Benefits of High Performance Sales Habits 
Transformation Program

Drive of the sales person

Understanding 'Self-Talk'. Delegates learn about how their brain reacts when it locks onto a goal, and how they can use this to motivate them in their work environment. Motivation does not last and it is key for a High Performer to have the ability to motivate himself on a daily basis. The cycle starts from what we say to ourselves. Our self Talk  => reflects on our self image => reflects on our actions => reflects on our results => reflects on our self talk...

This is the part that most programmes miss out as it deals with a person’s / organizations sales behaviour. It deals with heart of changing a firms sales culture. In most sales environments, when it comes to actually picking up the phone and calling or consistently making time to hold meetings beyond the normal response to incoming quotes, it seems to be hard to make this a habit. This can be for a number of reasons, so here we will work with the key players developing the key sales behaviour habits:

+ Understanding motivation and how to focus on the right behaviors;
+ Developing Emotional Resilience;
+ Critical Success Factors – applying the CSF™ tool to understand sales ratios – “You cannot manage what you do not measure”;
+ Self Confidence around the “sales mindset”;
+ Discipline around making time for new business development;
+ Towards and away motivation;
+ Inner dialogue management;
+ False stop signs in our brain;
+ The right business development attitude, etc.

Develop YOUR Selling Process

Our proven sales methodology, QUIS Selling™, has been created especially to help address the type of sales that a sales professional in the commercial world now requires to be successful. It uses a 10 + 3 Model to simply go through the stages most sales meetings should go through. With Sales moving to a more pro-active approach with existing and new relationships, it is vital that each salesperson feels confident.

We will help YOU to become “natural” in areas such as:

+  Prospecting & creating opportunity and driving urgency to decrease the reliance on inbound leads;
+  Opening up calls/meetings so that they get the best out of them;
+  Learn to create a “Buying Atmosphere” as opposed to a “Selling Atmosphere;
+ Qualifying and Identifying the right opportunities to invest in in order to improve win rates and decrease cost of sales;
+ Dealing with objections when they come up;
+ Engineer the vision for clients as to “Why use Software Group?” linked to your UVP’s (unique value proposition)
+ Understanding the natural process to meetings/calls with a defined structure;
+ The power of Third Person Validation
+ Identifying buying signs;
+ Close and Negotiate – Moving a prospect to action. Maximizing win rates and margin through understanding how to drive a deal;
+ Understanding different behavioral styles with regards to different cultures and countries;
+ Training will involve multiple role plays and delegate participation;

Understanding a Sales Process

This starts by seeing the Sales Funnel as joining the process of lead generation and winning new business through to embarking on the account development phase. It is a natural process that is often overlooked. Depending on each sales person’s situation they will be working at different parts of this funnel. It is essential to know where you are and what you can do about it on a consistent basis.

Modules could include:

+ Knowledge of developing own pipeline;
+ Critical Success Factors as opposed to KPIs – applying the CSF™ tool to understand sales ratios – “You cannot manage what you do not measure” ;
+ How to use your stats (KPIs) as a motivator;
+ Understanding the importance of building a professional network of contacts and how to do it;
+ Developing a plan reflecting strengths and areas for growth;
+ Self management system;
+ Tools for effective client development, etc.

A course for 10 delegates

Our passion is all about making an impact. We prefer quality than quantity!

Or call +359 877 355 178 to find out how to book your spot.


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