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PROBIZ Edge Modules

Volume1

The Magic Matrix
The 3 Golden Questions of Business Growth
The Action Agenda
Branding and the Perception of Price
The Systematised Referral Process
The Real Question
Time Management
Active Listening
The Six Stage Process - The Opening
The Six Stage Process - The Gathering
The Six Stage Process - The Presenting
The Six Stage Process - The Adjusting

Volume 3

Increasing Average Order Frequency
Retention Strategies
Creative Problem Solving
The Language of Influence Part I
The Language of Influence Part II
The Psychology of Customer Needs
Negotiating Success - Part I
Negotiating Success - Part II
Negotiating Success - Part III
Pre/Post Call Analysis
Writing Winning Sales Proposals
Mastering Mental Control

Volume 1

Issue 1 - The Magic Matrix

Through the Magic Matrix you'll identify your full product range and new products. Identify your customers and your overall horizontal and vertical penetration rates. Through the Told and Sold process you'll be able to increase these penetration rates and subsequently increase your turnover and profits.

Issue 2 - The 3 Golden Questions of Business Growth

The 3 Golden Questions of Business are just that - golden! Once you realise how easy it is to increase sales and profits through these questions, you'll be amazed how quickly things start to happen. Customers will buy more from you more often. You'll be focused on adding value to your customers and yourself.

"Fantastic ideas and strategies to develop your team and business."

David Askew - Sales Manager, Barclays Bank PLC

Issue 3 - The Action Agenda

The action agenda enables you to take control of every meeting with a client. You'll look more professional and be able to allow a meeting to veer off track, knowing you can immediately bring it back to the main point. The use of the Company Diagram will help you spot opportunities in every meeting.

Issue 4 - Branding and the Perception of Price

When was the last time you tested your price in the marketplace? Often a product and service will under sell its potential simply because it is under priced. Now you'll have strategies to test price. The second part of this issue deals with personal branding and how important that is to the sales process. Quality brands attract!

"Peter's ideas and methods work. They are simple to understand and even easier to implement, but most importantly, they get results!"

Paul Harris - Sales Manager, Forbo CP Ltd

Issue 5 - The Systematised Referral Process

Referrals are the least expensive capture cost lead of all. Referrals convert at a higher rate than cold calls. Using the script contained within this issue will enable you to create an organisation where referrals are part of the process of business growth. Referrals allow customers the opportunity to provide invaluable feedback.

Issue 6 - The Real Question

Unfortunately most customers don't ask the REAL question. They ask a question about the wrong answer. Once you understand this powerful concept you'll spot numerous opportunities to up sell and cross sell with integrity. Customers will be delighted with the additional purchases that enable them to solve the problems they have.

Issue 7 - Time Management

There is no such thing as time management. There is only self management of the time available. In this issue you'll discover 20 key ways to squeeze more out of every day. You'll discover the real way to use the DO list and the 4 Ds policy. Includes a time management quiz that will enable you to discover which are your areas of strength.

"The change in attitude of my team is unbelievable and the laser beam focus that the Accelerated Business Growth System has created is resulting in significant growth on the bottom line."

Paul Edwards - Sales Director, Miter Press Limited

Issue 8 - Active Listening

Active listening is the key skill of success in sales and business. This issue covers the rapid repeat method and dynamic listening. The use of these methods will enable you to increase concentration and information retention. Active listening is the easiest way to pay your customers the respect they desire.

Issue 9 - The Six Stage Process - The Opening

The opening of any conversation, particularly a sales conversation, is critical to successful communication. This issue clearly shows how to open a sales conversation to ensure that the customers mind is focused on the discussion that is about to take place. This will create the atmosphere for a meaningful conversation and increase conversion rates.

Issue 10 - The Six Stage Process - The Gathering

The gathering of the six stage process of selling will enable you to fully understand the customer's problem and enable an appropriate solution to be suggested. In the gathering 'pain' is created that ensures that sufficient 'away motivation' is created for action to take place. Effective gathering increases sales.

Issue 11 - The Six Stage Process - The Presenting

After the gathering stage has taken place, now is the time to present your solution. This issue covers how to present your products and services in the best possible light. The power of emotion and the financial impact are covered. Using these ideas will enable customers to make a positive decision about your proposal.

"Common sense for the entrepreneur. Back to basic. Basics that work!"

Andy Gregory - Managing Director, Fixings Direct Ltd

Issue 12 - The Six Stage Process - The Adjusting

Many sales are not made simply because the customer does not fully understand the sales person's message. These differences in perception need to be adjusted using the ideas contained in this issue. The ideas will enable those perceptions to be aligned so that a sale can take place.

Volume 2

Issue 1 - The Six Stage Process - The Concluding

This is the fifth stage in the six stage process of selling. In this issue you'll discover how to bring the sale to a smooth conclusion. Unfortuntely, many sales are lost because the sales person didn't know how to conclude the sale or simply avoid the opportunity because of 'fear of rejection'. This issue covers the how and why of closing.

Issue 2 - The Six Stage Process - The Following

Follow up is essential in every sale to ensure that the customer is experiencing the benefits they ordered. This issue covers a variety of ways to follow the sale and ensure that the 'lifetime value' of each customer is captured and maintained. Testemonials should also be obtained at the following stage.

Issue 3 - The Sales Map

This issue goes into detail about how to prepare a sales map for your business. The sales map enables you to know precisely a number of key performance indicators. The rate of conversion at each stage of the sales process and the aquisition cost. With this knowledge you'll be able to know where to concentrate your sales efforts.

Issue 4 - The Performance Effectiveness Quotient - PEQ

The Performance Effectiveness Quotient is an excercise capitalising on the concept of 'away motivation'. During this excercise you'll realise where you need to take action to improve your skills. The three key areas discussed are: Knowledge, Ability and Frequency of Use.

Issue 5 - The Buying Zone - Why People Buy

The Buying Zone is a concept which establishes the exact points at which up sell and cross sell opportunities should be captured. Many people leave the ''cross sell' conversation until the customer is in retreat mode and additional sales opportunities are lost. The concept of 'why' people buy is also covered in this issue.

"The Accelerated Business Growth System is a MUST for any business person who is serious about growing their business. In just a few months you will have accumulated thousands of pounds worth of exciting ideas, guaranteed to increase sales with minimal or zero additional overhead costs."

Paul Stewart - Director, Profit Masters

Issue 6 - The Sales Person is the Critical Factor

The sales person is the critical factor in determining the success of any sales conversation. People buy people before they buy product. An effective and personable sales person can outweight other factors such as price and delivery times. A 20 point checklist contained in this issue enables each sales person to rate his or her effectiveness in this area.

Issue 7 - The Language of Influence Part I

Robert Cialdini established six key factors in the art of influence. This issue covers the background to those ideas and gives details of fixed action patterns, triggers and perceptual contrast. The issue continues with a full discussion on two of the six factors, reciprocation and consistency. You'll learn how to use these skills with integrity.

"Lots of practical tips and advice, instant Payback!"

Pasquale Ruggiero - Anglia Telecom

Issue 8 - The Language of Influence Part II

This issue continues the discussion of influencing skills and covers the four key areas of Social Proof (testimonials), Liking and Similarity, Authority and Scarcity.These powerful ideas will see you easily increasing sales and profits, as you are more easily able to persuade customer to your viewpoint.

Issue 9 - Goal Setting

All high achievers set goals. This issue goes into a proven formula to know which goals to set, how to set them and more importantly, how to achieve them. The power of the 'Yesterday's Road Philosophy' is covered, where the actions to take are easily discovered and motivation to act is created.

Issue 10 - Reading Body Language

This issue covers the fascinating and 'must know' subject of body language - the unspoken truth. Its been said that body language is up to 55% of the importance of communication in any face-to-face encounter. This knowledge is essential for any sales or business person. Discover how to read and use body language.

"Achieving is believing! The Accelerated Business Growth System has given me the ability to deliver punchy and relevant training on a regular basis and be able to translate the training into actionable tasks at the 'coal face'.The programme addresses the issue fo training retention over time as you can revisit the ideas regularly."

Nick Pinkham - Commercial Manager, John Parker and Son Ltd

Issue 11 - Increasing the Number of Customers

This issue continues the discussion that was started in Volume 1 Issue 2 regarding increasing the number of customers who buy from you. A variety of proven ideas are discussed, which will enable you to maximise sales and profits using one of the three golden questions of business growth.

Issue 12 - Increasing Conversion Rates

This issue covers increasing both the conversion rates of your business and increasing the average order value. As per the discussion shown in Volume 1 Issue 2 (The 3 Golden Questions), there are three simple ways to grow your business. This is the second way - increasing order value. A series of proven strategies are discussed.

Volume 3

Issue 1 - Increasing Average Order Frequency

Having increased the number of customer and average order frequency, now is the time to maximise turnover and profits by increasing the frequency of purchase. This issue covers increasing the Life Time Value of the customer and nine proven ways to increase the regularity of purchase. A series of questions are posed regarding the additional products and services you could supply.

Issue 2 - Retention Strategies

Once a customer has started buying from you, it's essential to deploy retention strategies to keep them. In this issue you''ll discover the mathematics involved in tracking and increasing retention rates. The WOW! Factor is explained and then 18 retention strategies you can employ and eight ways to make your customers feel special. The difference between the loyalty rates of satisfied and very satisfied customers is also covered.

Issue 3 - Creative Problem Solving

Selling and creative problem solving are totally interlinked. The majority of sales are made in order to creatively solve a customer's problem. In this issue you'll discover the ten problems that most customers are trying to solve, then a creativity test and seven proven methods of creative problem solving. This will enable you to solve your customer's problems and make more sales.

Issue 4 - The Language of Influence Part I

In this issue we'll discuss NLP (Neuro Linguistic Programming) and how to use it to build rapport. The different Home Bases of language are covered V.A.K.O.G. Then 15 language patterns ideas so that you'll be able to persuade people with integrity. A full explanation of 'pronoun shift' and how to spot when someone has made the internal decision to buy.

Issue 5 - The Language of Influence Part II

There are six key patterns that must be recognised in the decision-making thought process. This issue goes through those patterns, how to recognise them and the words to use to subtly persuade others to 'buy in' to what you say. This issue also covers the filters (deletion, distortion and generalisation) people use when receiving information and how to help customers understand your message.

Issue 6 - The Psychology of Customer Needs

Customers have four basic needs: tangible, informational, intangible and affiliation. These needs are discussed in detail and a number of ideas and methods are covered to enable you to satisfy your customers needs and by doing so increase the life time value of those customers to your business.

Issue 7 - Negotiation Success Part I

This is the first issue of three issues that cover the complex topic of advanced negotiations. In this first part you'll go through a fascinating negotiation quiz of ten questions. The answers to these questions will reveal a number of key strategies that will enable you to negotiate with ease and avoid the common mistakes that are costing many businesses thousands in profits every year.

Issue 8 - Negotiation Success Part II

In this issue you'll go through a number of critical ideas on the essential part of the negotiation process - planning. You'll discover a series of self-questions that must be answered before any negotiations of consequence.

Issue 9 - Negotiation Success Part III

In the final part of advanced negotiation skills we''ll cover four important areas. Tactics - what are they and how are they used; bargaining skills - what to say and how to say it; body language - additional body language gestures to be aware of during negotiations; closing skills - how to finalise a profitable negotiation.

Issue 10 - Pre/Post Call Analysis

Every successful person analyses his or her actions. This issue covers the three different analysis ways and the thirty areas that should be checked before and after every meeting. You'll also discover the goal/plan/action/feedback process to take control of every project. The preview/review system will enable you to achieve the outcomes you've planned.

Issue 11 - Writing Winning Sales Proposals

In this issue the Colombo Method of writing sales proposals is covered. This is a proven process, which takes the client through the key reasons why they should buy from you. Using a cost benefit analysis and appropriate closing questions, you'll increase your conversion of proposal to a complete sale.

Issue 12 - Mastering Mental Control

Success in business and selling is a combination of knowledge, skill and attitude. In this issue the key factors of self-motivation are covered, enabling you to understand why certain words will trigger you to achieve success. Positive attitude has a multiplying effect upon skills and knowledge, enabling you to achieve your goals more easily and far faster than ever before.