Experiential Sales Coaching

Helping Hi-Tech SME Companies Sell to Large Enterprise. There can be little doubt that we humans learn best when challenged and when the focus is on what matters most to us right here and now. The reality of the situation helps imprint learnings, making future approaches more intuitive. So at ESC, we always make sure we are right in the moment with you. That's what makes our coaching experiential and helps fuel your success. We specialise in sales coaching around complex sales where there tend to be multiple buying influences and longer lead times. Your live sales opportunities provide a great basis for learning with the valuable bonus of their real-time progression towards closure. We ask the challenging questions that help you think and act more effectively than the standard salesperson does. Highly successful salespeople use special qualification techniques that open buyers minds and greatly assist them with their decision making. Their questions are termed in the prospects frame of reference, rather than their own. Such rare salespeople are valued by intelligent buyers who shun the common salesy type. We help you become the ones these buyers want to engage with. Converting cynical or indifferent prospects to trusting customers is no mean feat. Success here is far less down to warm relationships than it is to constructive challenge. Intelligent buyers don’t want to be sold to, they want to be helped in determining the best decision. For this, they need to be professionally challenged and we coach and mentor you on how to do this effectively. We also help you see your business from the outside-in, rather than the inside-out. We cover the spectrum from Sales Framework: target market, sales strategy, key player targeting, sales process and proposition to Sales Implementation: lead generation, engagement, sales qualification, needs identification, proposal and deal closure. Experiential Sales Coaching, where you learn through real-time experience.