How to go and beat Methodology is based on The Art of the HOW, one of the most effective processes of execution that boosts the way your team accomplishes and engages at work.
We look to unleash imagination, to influence in the lives of the people involved, making them feel engaged, motivated, empowered, capable, accountable and agile performance. We look for the WOW!
The methodology depicts the journey to approach the customer from a different perspective...merging 2 main principals: A Technique (a pragmatic step by step way to enhance what to do) and a Mindset (an emotional interaction to reinforce long term trust relationship with your customers)
HOW TO GO AND BEAT reinforces a people-centered approach, identifying the drivers and skills that make you and your team great at every interaction with the prospective customer, helping your to connect with them in a different way and from early stages, being successful in developing champions in your prospects and becoming the unique solution for their needs.
The scenario is a JOURNEY. The route that the sales team develop to approach the prospective customer. It encompasses stages and phases where the team interact with the customer over the time, whilst passing from one stage to another.
Combines two different approaches that need to work in tandem to accomplish successfully:
The Technique KAL, which stands for Knowledge, Action, Language and translates into a step by step practical way to understand your customer and to build a solid approach, that enriches your character, enhances your content and pursues excellent in your acts-
The Skillset READY, which stands for Reliability, Emotional intelligence, Attention to Detail and joY and depicts the emotional attachment with our prospects and customers. 4 essentials keys to build a trusty, long-term relationship with them
The DNA of HOW TO GO AND BEAT lays on the strength of the 7 drivers that compound the key points of excelling throughout the journey to approach the customer: KAL technique and READY skillset. Both, different parts of the same journey that necessarily must travel together.
"Reasons lead conclusions but emotions drive decisions forward"
By practising and perform the technique KAL and set of skills that encompasses READY, you will be able to develop credibility, gain confidence, unleash imagination and create a unique personality that your customer will love.
To differentiate from competitors early in advance
To increase sales efficiency and productivity
To protect and nurture your corporate values