‘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.

Sales Mastery pdf

Foveal & Peripheral Vision

Influence & Business Development

For chapter 7 on Interpersonal Influence from my book click here 'How to become a Change Master' for Chapter 7 click here››

Further information on tailored programmes can be found in the sections below together with published articles.

NEWS & BLOG

Phil Atkinson’s ‘Sales Mastery’: CIM and Dundee Chamber of Commerce

Focus on the Buying Cycle not the Sales Cycle

Pitching for ‘Big Ticket-High Value’ items

Culture & Personality

Influence & Business Development

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

Firewalking

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

Business Transformation

Present To Win & Sales Mastery

Transformational Change

Interpersonal Influence

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

Millionaire: Research

'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

Recession-proof Leadership

Sales: Pitching for New Business

Elite Change Team

Mentoring Performance

Becoming a Change Maker

Focus Groups in the NHS

'Breaking Spirits'

Leadership - the No Ass Rule