What Is Sales Cybernetics?

A dynamic and powerful Development Programme that will transform the performance of any salesperson or team – using new state-of-the art CPE methodology to create fast, dramatic and sustainable improvements resulting in tangible, profitable benefits.

Sales Cybernetics is a new way of looking at sales performance development.  By focusing on the way people actually think about their sales performance, we help salespeople to perform at far higher levels.  We are able to create a more structured and focused approach to selling.  In lots of cases average and even poor salespeople are failing to achieve greater results not simply because of a lack of general skill but because they do not possess the basic elements that help them to unlock their true performance potential.  In addition to this there are often underlying reasons why they are not able to achieve more.  Such as poor self image and low self-esteem.

Selling is often described in very mechanical and technical terms and a great deal of current sales training focuses heavily on this process-driven application.  By giving more tools it is easy to believe that any individual can increase their performance and sell more.  However through years of research, looking closely at high-performing sales professionals, we have discovered that the ability to sell, consistently, at high levels is primarily a brain function and less dependent upon sales techniques and methods.  Put in simple terms - being able to sell successfully and consistently begins in the brain and relates to the quality of our thinking and the level of our self-image.

What Makes This Programme Different?

As already mentioned, the core difference in the Sales Cybernetics approach is that it is not a skills-based methodology.  The vast majority of other sales training and development methods focus purely on skills-based knowledge and application.  Whilst we fully acknowledge the need to possess basic sales skills such as solid product knowledge, understanding customer’s needs, rapport building, effective communication, the ability to negotiate, handle objections and, most importantly, close the sale, we know that this technical approach alone is not enough.  Skills alone do not produce consistently top performing salespeople.

Sales Cybernetics is designed to greatly enhance and unlock the potential that a good grounding in sales techniques can deliver.  It is designed to provide a robust and sustainable platform for good sales techniques to work from.  It will complement and support any existing sales skills you or your team have.

“So why don’t other sales training Programmes use this approach?”

Well, in most cases other programmes focus on the how-to, generally because this is where some knowledge gaps appear and also because it is always beneficial to be reminded of the basic skills and best practice.  It’s also arguable that teaching how-to techniques is relatively easy – easy to deliver and easy to absorb.  And yet without the fundamental thinking needed to underpin these methods the how-to of selling will often fall a long way short of producing strong results.  The other reason that no other sales training focuses on the cybernetics of selling, is that very few people are aware of this knowledge.  We’ve spent over two decades researching and exploring how the brain works and how changing neurology can have a dramatic impact on sales performance.  Our highly-acclaimed Programme The Winning Edge has become a best kept secret for some of the world’s largest and most successful organisations, with in excess of 120,000 people trained, and now this approach has been focused on Sales to produce a Programme like no other.

Sales Cybernetics is rooted in science and is not the result of arm-chair theory.  The development partners who created and refined this system have solid personal experience of peak sales performance and have combined this with thorough and intensive research.  This new methodology represents a breakthrough in performance enhancement.

Sales Manager's Strategy Pack

This comprehensive support pack contains all the material necessary for Sales Managers to maintain the momentum after training has taken place.  The contents include (among many other things):

·        Course Participants Motivational Audio Material

·        Course Resume Notes (as provided to participants)

·        ‘Speedy Mentor’ – Guide Material for Quick Refresher

·        Sales Manager’s Briefing Notes

·        Notes for Syndicate Exercises

·        Provocative Questions ideal for use during Sales Team Meetings

This material will help support the Sales Manager in maintaining focus on the key elements of the Sales Cybernetics Programme, ensuring a sustainable positive impact long after team members have been exposed to this powerful new approach.