Phil Atkinson’s ‘Sales Mastery’: CIM and Dundee Chamber of Commerce
‘Sales Mastery’ was the topic presented 'Sensations' Musuem in In Dundee on 8 February 2011 in a joint venture between the Chartered Institute of Marketing and Dundee Chamber of Commerce. This was modelled on a presentation delivered at the private members club at the Royal Scot Club in Edinburgh in 2010 and that held in Glasgow on 29 January 2010.
Philip has long rejected the traditional sales model that focuses on ‘pushing’ people into making purchasing decisions – which often delivers buyer’s remorse. He favours and practises the ‘pulling people’ options of buying facilitation which generates partnership and continued business..
He highlighted that the traditional model focuses far too much on closing sales and is geared only to winning 3-4% of targeted business – meaning you may have to make 26 bids for business resulting in one sale.
Focus on the Buying Cycle not the Sales Cycle
The traditional model is basically a one size fits all situations and takes no account of the corporate culture or individual personalities. Further, the traditional model is rigid and focuses more on the sales cycle rather than the buying cycle.
Philip has built his model on Spin Selling, the NLP sales model, Neil Rackham amongst others, and presented his unique model to members of the East of Scotland Branch of the Chartered Institute of Marketing.
Pitching for ‘Big Ticket-High Value’ items
He explained how his sales model has been used to pitch for those offering ‘big ticket – high value’ to blue chip clients, and his model is used by those in quality control, procurement and internal audit in a variety of contexts and industries. The model can be used in any context where influence to manage change is considered important.
Culture & Personality
Phil devotes a great deal of time to diagnosing the core culture, assessing the relative strength of stakeholders who are part of the buying decision team. He explained how to approach a potential customer and partnering with them in forming a buying decision.
Philip also developed his model of personality discussing how beliefs and values are central in forming proper commercial relationships and how best to assess the ‘hot’ and ‘cold’ buttons of our clients and customers.
He used practical and commercial case studies to illustrate his model which was well received.
Philip promised to provide links to various articles and his PowerPoint presentation which are undernoted.
Further information on tailored programmes can be found in the sections below together with published articles.
NEWS & BLOG
Coaching Lean Thinking
Lean Culture Change?
Horsemeat & Risk
Is your IPR Secure?
Selling Yourself Magically
Manage Potential in 2013
Creating Culture Change
Managing Inner Resilience
Best Practice in e-learning
Client Retention & Acquisition
Huge Benefits of Matrix Management
Coaching 'High Flyers' & 'Poor Performers'
Open Letter to CEO's & Change Leaders
Unique Model of Change
ROI of Coaching far exceeds Training
Coaching & Mentoring for Performance
Reshape Your Business Model
Why and how you lose Clients and what to do about it
Tangible Business Coaching & Mentoring
Mastering Your Mind & Life
Hope is not a Strategy
New Article ROI Coaching
IIA Dublin - Managing Change
Publication with CIPFA
Coaching 'High Flyers' & 'Poor Performers'
Vibrant New Publishing Business
Coaching 'Brand You'
Psychometrics & Coaching
'Concordia' Leadership Style
'Be the Change' Workshops
Influence Strategies & Business Development
Persuasion & Change Mastery
Present To Win & Sales Mastery
How to Achieve any Goal
Nothing Changes Until Behaviour Changes
Leadership is the Big Issue
Demographics Drive Strategy
Values & Goal Clarification
Interpersonal Skills IIA
'Brand You' for LA HIA's
'Sales Mastery' Masterclass
How to be a complete and utter failure in Sales?
Win More Sales - Help Clients Buy
Internal Audit - Interpersonal Influence & Leadership
'Selling Brand You' - Thurso
Standard Life: Interpersonal Influence
University EYP Conference
New Business Development
Interpersonal Influence Event
CIM 'Brand You'
Sales - Retain Clients & Customers
Where's the ROI in Training?
'Brand You' - Selling Self
Rapid Business Improvement
Demographics - Sales & Customers
Capability & Capacity Build
Recession & the Legal Profession
Bright Purple - Customer Focused
Recession Busting Selling
Troubleshooting: Replacing 'Old School' Thinking
Consumer & Customer Behaviour
Black Swan Thinking Strategies
Recovery: Re-Design Organisations
Sales: Pitching for New Business
Elite Change Team
Becoming a Change Maker
Focus Groups in the NHS
Presents to Russian Delegation
'Brand You' - Influencing
Authenticity: Employee & Consumer Behaviour
Credit Crunch 'Interims'
New Lean Matrix Management
Big Bang & Continuous Improvement
Portal of Management, Business Games, Simulations
Biggest most painful challenge
Resistance to Change
Personality Profiling - Coaching, Leadership
Live the Brand, Zero Defects
Leadership - the No Ass**** Rule
Discovery Review & fix my business
Partners with Clients
Coaching for Results
Sales: Influencing Magically
Interim & Search
Sales: Buyer's Remorse