The Sales Essentials Story
People frequently ask us how they can easily access the tools, knowledge and education to sell successfully and with integrity.
Since 1995 we have been working with many thousands of people giving them access to practical and effective sales tools, knowledge and education with outstanding results; but the challenge has always been moving beyond the classroom. That’s how the idea of an online sales education and resource platform came about.
Salesessentials.com was born out of the necessity to give people everywhere access to real-time, reliable, evidenced based, practical and useful sales tools, resources, education and research that works.
And, let’s be honest, if you have an idea, capability, product, service, or opportunity that you want to take to market, or get buy-in from your colleagues or stakeholders you need to be able to sell – ethically, honorably and effectively.
Welcome to Sales Essentials
At Salesessentials.com we believe selling is everybody’s business. This is not new, however, the way we sell and the way we do business in the 21st Century is very different from the traditions established in the 20th Century.
21st Century Selling requires a different philosophy and a different approach. We believe that the best way to persuade people is with your ears – by listening to them. We believe that selling and service go hand in hand.
Today if you have an idea, capability, product, service, or opportunity that you want to take to market, or get buy-on from your colleagues or stakeholders then you need to be able to sell – ethically, honorably and effectively.
Today there are very few absolutes and everything is subject to evolution and reinvention. Business is not just about doing deals anymore; it’s about developing strong relationships that go beyond great products, great service and great design and instead focus on cultivating real value beyond price alone. 21st Century Selling is about the fair exchange of value where people buy from people they trust and, in turn, both the buyer and the seller achieve real results and prosperous viable relationships.
Salesessentials.com was born out of a vision we had in 2000; a vision that we would build a robust online DIY sales education platform for people intent on being effective sales professionals. We, like many of our colleagues and clients, were sick of the hyped-up motivational speeches, the tricks and secrets to success, the spin, the rubbish that pollutes the sales profession.
Salesessentials.com is about giving real people access to real, reliable, evidenced based, practical and useful sales tools, resources, education and research that works in the real world and that doesn’t compromise anyone’s personal integrity.
A Semi-Government organisation
Our team worked closely with Barrett’s at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett’s to assist this coaching process, to ensure we could respond to the needs of each member of our sales team. The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.Prior to our work with Barrett’s the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett’s for your support.–A Semi-Government organisation
Christian Williams, VIS
To everyone involved with VIS Barrett Business Education Scholarship Program I can not begin to express how grateful I am to have been included in 2011. My life has completely changed since the beginning of the Barrett Scholarship. The way I think about my business and the world in general has shifted and I’ve been exposed to so many wonderful opportunities thanks to you. This has definitely been one of the best decisions of my sporting career to be a part of the Barrett ACE program. The lessons and strategies I have learnt from Sue Barrett and VIS ACE team have been life changing. My understanding of the business world has increased dramatically since the beginning of the program and my business is prospering as a direct result. Whether you are a sales person or an athlete I can not recommend Barrett highly enough. It has been a privilege to work with Sue and her team and I’m a better person and businessman because of it. Many thanks –Christian Williams, VIS