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

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). 

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 :

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

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.

Q.U.I.S Consultative Selling

Presented briefly on a Vistage Open Seminar in London

Where?

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

When ?

Day 1 + Day 2 - 12 and 13 February 2018 
Day 3 after 21 days - 5th March 2018

A course for 10 delegates - 7 SPOTS LEFT

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


Nine years into a career that has involved selling, leading sales teams and developing organisations in the US and Bulgaria.Toma choose to stay in Bulgaria because he is passionate about helping local companies and individuals grow their sales potential. Having set up the Bulgarian  branch of SBR Consulting, Toma specialises in winning business and designing, delivering and embedding Leadership and sales & business development programmes. Toma has built his first sales team at age 21. In the past 5 years he has built a boutique Real Estate Consultancy from scratch and developed leaders who now run the company on their own. Toma believes that People are the most valuable asset of each business and if we focus on building the people, they will build the company. 

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, leading 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

Industry Sector: Management Consulting – Programme 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.”

Click here to see the case study

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. ”

Click here to see the case study

“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 ”

Click here to see the case study