Why do you need sales training? That’s a common question we get asked. Do you know your customer lifetime value (LTV) your cost of customer acquisition (CAC), does everyone in the sales team prospect, qualify, win, close, retain, grow and gain referrals using system and process? Chances are they don’t, which is why you need sales training. We want you to know where to find customers and how to turn them into loyal clients. Knowing how to overcome objections by providing value and need before the objection.
Following the disappearance of Malaysia Airlines MH370 from Kuala Lumpur to Beijing in March 2014 I was called upon to provide urgent safety equipment to aid the Malaysian Navy in the search for the plane.
Regarded as one of the most opulent hotels in the world and instantly recognisable with its iconic sail shape the Burj Al Arab by Jumeirah in Dubai United Arab Emirates is defined as a seven-star hotel. I have been graced by having a long association with the hotel having sold numerous products to them.
When the recession hit in 2008 it impacted the world with few markets coming off completely unscathed. Tasked in early 2009 I opened a regional office in Dubai, UAE for my employer and had to hit the ground running hard, establishing the brand, selling on quality and design when we were far from the lowest solution Today my selling can still be seen in some of the most luxury hotels in the Middle East.
Before there was Salesforce, Hubspot, Zoho or other CRM software system, client details were filed in a Rolodex and reports filed on paper. I developed a CRM system to accurately track from the sales pipeline and funnel then tracked leads, client visits, next actions along with targets, actuals and budgets.
Stephen McComb is a sales expert who is no stranger to complex selling environments across the globe and instinctively knows what it takes to find, qualify, win, retain, grow and gain referrals from clients in competitive and intricate markets. By adopting Stephens selling principals, he can help your sales team to build a winning culture, identifying opportunities where your company can add value to the client and the vision of your company.
Stephen believes selling skills are developed through practice and training and if your sales team are not training internally on how to pitch, close or handle rejection they are practising on your clients. In today's competitive market you can't afford to have a sales representative "wing-it" because they have some magical gift to talk. It's Stephens job to have all your salespeople work from a sales playbook so they can follow a system for selling, know what to say, ask and critically when to be quiet.
I had the opportunity to stand in front of 2- and 3-Star US Generals to pitch silk boxer shorts. By drawing on the age-old strength of silk, when closely knitted the cloth has tremendous strength and was able to prevent small fragmentation from entering the body from an Improvised Explosive Device (IED) which soldiers faced in Iraq and Afghanistan.
While the contracts totalled into the millions of dollars, for me it was never about the money. All the long-haul flights and working around the clock was all about helping to save soldiers’ lives.
As of 2019, I know of four US soldiers whose lives were saved and have gone on to father children while I may never meet those men or children, knowing that I helped in.
You can have Stephen McComb present at your next event, business conference or networking event. Stephens sales speaking topic: Selling When You’re The Most Expensive, Going Global, When You Can't Give It Away and his favourite topic What War Can teach Sales People.
When you engage with Stephen McComb to speak, present or train at your conference seminar, or event, we make it easy to promote. When you make an enquiry, we provide you with a media pack include Stephens Bio, High and Low-resolution images for your advertisements, flyers and website.