Performance Selling - Introduction Guide

What is Performance Selling (PS) about?

• Performance Selling - best practices is a unique approach in outperforming the competition and successfully differentiating yourselves in the marketplace.
• On top of your sales process, tools and systems Performance Selling provides you with the skills and methods needed to be even more successful in the future.
• The goal of the Performance Selling approach is to make your company the preferred business partner of your clients.
• Performance Selling enables you to generate best-in-class customer experiences, build sustainable new business and drive profitable growth.
• Focused on helping companies in the B2B sector that are involved in more complex deals & sales processes.

The sales philosophy behind Performance Selling is based on four pillars.

1. Challenger mindset - Act with a challenger mindset, which means that you offer your clients new perspectives on how to create additional business value ("teach"), your effectively align your messaging and offerings with their needs and expectations ("tailor"), and you systematically influence their buying decisions to ensure a positive business outcome for both the client and your business ("take control")
2. 7 key differentiators - Focus on excellence in 7 key areas to differentiate yourselves from competition. In each area, iCL Interim Consultancy provides a tailored set of sales aides to enable maximum sales efficiency and effectiveness, all useful and possible to integrate with your tools and systems.
3. Everybody sells - Your are all in this together: account managers, specialized sales experts and service delivery managers. The entirety of your customer-facing representatives acts as one team in supporting new business generation and creating value for your clients.
4. One approach for all - Use Performance Selling as your ONE approach for ALL. There is no opting out of Performance Selling. This is how we sell.

Contents: Performance Selling - Introduction Guide in PDF-format.