SalesRICH – ActionCOACH TNPY

Sound familiar?

They need it. So why don’t they buy?

You know your product is exactly what they need. They know it too. And still they hesitate, ask for a quote and go quiet. Most salespeople were never taught how to sell: they copy whoever trained them, push harder or wait and hope.

It’s rarely the product or the price. It’s how the sale is run.

Let me think about it.
Can you just send me a quote?
It’s a bit expensive.
I’ll need to check with my partner.

Where sales slip away

Enquiries never called back
Quotes sent, never followed up
Features, not the customer’s problem
Discounts to close the deal
Waiting for the customer to say yes
No sales goals, or ones nobody hits

The Order Taker Waits for the customer to ask to buy.

Costs you
Sales go to whoever asks first, often a competitor.

SalesRICH
Set up the sale from the first contact, and ask for it every time.
The Product Pusher Talks about nothing but the product.

Costs you
Customers hear features, not answers, and say they’ll think about it.

SalesRICH
Ask great questions first, so customers tell you what matters to them.
The Over-Seller Promises the world to get the sale.

Costs you
Discounts, disappointed customers and no repeat business.

SalesRICH
Answer objections with value, not discounts, and agree what is really needed.
The Problem Solver Helps the customer find what they need.

Costs you
Nothing, when you do it every time. Most of us don’t.

SalesRICH
Turn what you do on good days into a process you, and your team, repeat on every sale.

The big idea

Selling is professionally helping people to buy

Nobody likes being sold to. Everybody likes to buy. SalesRICH replaces pushy, old-fashioned tactics with a simple, respectful way of selling that leaves both sides better off.

1Focus on the prospect, not the productPeople buy what it does for them. Start with them and you come out in front.
2Listen twice as much as you talkQuestions are the problem solver’s best tool. The answers tell you how to help.
3Let customers sell themselvesAsk until you reach what really matters to them. Then the decision is theirs, and it sticks.

Words can inspire, thoughts can provoke, but only action truly brings you closer to your dreams.

Brad SugarsFounder and CEO of ActionCOACH

What you walk away with

Half a day. Skills for every sale after it.

Not theory: things you can say and do with the next customer you meet. Expect a few BFOs, Blinding Flashes of the Obvious.

SMART sales goalsGoals you’ll actually hit, not too many or too few.
The Formula for ChangeWhy buyers resist even when they need it, and how to make buying easy.
The sale, set up from first contactWin it before the meeting starts.
Great questionsThe question funnel that finds the real need.
Every personalityHow each buyer behaves, decides and buys: DISC in practice.
Rapport that’s realSpeak your customer’s language. Match, don’t mimic.
An answer to any objectionNo money, no time, “I’ll think about it”.
Asking for the saleEvery time, and without being pushy.

Plus the habits of professionals: doing your homework, keeping in touch, following up, thank-you notes and asking for referrals.

How a sale should flow

Six steps from hello to yes

Most lost sales skip a step: a price before the questions, a pitch before permission. SalesRICH gives every conversation the same simple shape, so the customer moves forward one easy step at a time.

1 Permission Agree why you’re talking and how the conversation will go.
2 Questions Ask, listen and dig deeper until you reach what really matters.
3 Solutions Offer the option that fits what they told you.
4 Agreement Check how it fits, answer any concern and agree the decision.
5 Investment Talk about money with confidence, as value, not cost.
6 Action Agree the next step and get it started.

AskListenEncourage Under every step, the same rhythm. Never simply take the order.

Your half day

Three to four hours. All of it usable on Monday.

Fast, practical and fun. You’ll write, talk, practise and get feedback. The only failure is the failure to take part.

1Your point of powerOwnership instead of excuses, and what you want from today.
2BeliefsWhat you believe about selling, customers and money, and the four types of salespeople.
3CommunicationHow people take in information, and DISC: how you and others behave and buy.
4QuestionsThe question funnel, softeners, and letting customers sell themselves.
5Objections & the closeChecking the temperature, handling objections and asking for the sale.
6PracticeRole-plays on your own customers, with feedback from your coach.
7Your action planSMART sales goals and your to-do list for Monday morning.

A typical running order. Your coach shapes it around the people in the room.

Who should come

Anyone who talks to customers

If you’re in business to make money, your team is in sales, whatever their job title says. And when they learn it together, every customer gets the same great conversation.

Business ownersStill the best salesperson in the business, and ready not to be the only one.
SalespeopleNew or experienced, in the field, on the phone or behind the counter.
Everyone who talks to customersReception, service, accounts: every conversation with a customer is a sales conversation.
Entrepreneurs and freelancersWhen you are the sales team, every lost sale is yours.

Two ways to come

Open seminar

Book a seat

Join owners and salespeople from other businesses. New ideas, and people who hear the same objections you do.

Get the next date

For your team

SalesRICH at your business

A private seminar for your team, with examples and role-plays from your industry. Half a day or a full day, at your office or online.

Plan one for your team

Your seat

Everything in one seat

Think of the last sale that got away. If what you learn wins back just one like it, your seat has paid for itself.

Get the next date

The half-day SalesRICH seminar with an ActionCOACH TNPY coach
Your workbook, with exercises, scripts and templates
DISC and communication-style exercises
Role-plays on real situations, with feedback
Questions, objection answers and closing lines to make your own
Your SalesRICH action plan and SMART sales goals
A small group, so everyone practises
The option of a Free Business Analysis with a coach afterwards

Seat fee: On request, shared with the next date · Bringing your team? Ask about a SalesRICH just for your business.

After SalesRICH

Your first step, not your last

SalesRICH gives you the foundations in half a day. When you want them to become how your whole business sells, there’s a clear next step, and no pressure to take it.

1 Start here SalesRICH Half a day on the foundations of selling.
2 Free Business Analysis A conversation with a coach about your numbers and your goals. Find out more: Free Business Analysis
3 12-Week Sales MasterCLASS Twelve weeks to make it your team’s process, measured every week. Find out more: 12-Week Sales MasterCLASS
4 Coaching A coach for the whole business: sales, team, systems and profit. Find out more: Coaching

FAQ

SalesRICH, answered

Is SalesRICH only for salespeople?

No. If you’re in business, you’re in sales. It suits owners, salespeople and anyone who talks to customers, from reception and service to accounts.

I don’t like pushy selling. Is this that?

It’s the opposite. SalesRICH replaces pressure with questions, listening and a simple process, so customers feel helped, not sold to.

How long is it?

Half a day, about three to four hours. A SalesRICH for your own team can run to a full day.

Is it in person or online?

Each seminar states its format and venue. A SalesRICH for your team can be at your office or online.

Will it work for my kind of business?

Yes, whether you sell to businesses or to consumers, in a shop, on the phone or in meetings. The role-plays use the situations people bring into the room.

Can I bring my whole team?

Yes. Book seats for a few people, or ask for a SalesRICH for your team alone, with examples and role-plays from your industry.

What should I bring?

A notebook, your rough sales numbers (enquiries, how many you convert, your average sale) and the objections you hear most.

How much is a seat?

The seat fee is shown with each seminar date. For a SalesRICH for your team, ask us and we’ll quote for your group.

What happens after the seminar?

You leave with your action plan. If you’d like help putting it to work, book a Free Business Analysis with a coach, or go deeper with the 12-Week Sales MasterCLASS.

Next seminar

Save your place at SalesRICH

Tell us who’s coming, or that you’d like a SalesRICH for your team. We’ll send the next date, the venue and the seat fee, with no obligation.

Tell us who’s comingJust you, a few of your team, or everyone.
Get the detailsDate, venue, coach and seat fee, or a quote for your team.
Save your seatsAnd bring the objections you hear most.

If you’re in business, you’re in sales