Sales Training

Non "Traditional"

CORPORATE SALES TRAINING

For Ambitious Companies

"Don't let Benjamin's online persona put you off. Behind the red hat and crazy videos is a sales trainer who really knows his stuff. I’d been following Benjamin on Linkedin for years and had long since made up my mind that I believed in what he was preaching.

As a company, we had a very young sales team and at times I was concerned they were getting ‘used’ by canny buyers and ‘abused’ by tyre kickers and the likes. We’d invested in trainers before and each had merit, but Benjamin’s style and approach, whilst very different to the ‘established norm’, works brilliantly on a corporate level and our team loved it.

No PowerPoints, no meaningless workbooks, lectures or bumf, just hands on meaningful sessions. They are both entertaining and eye opening and intensely practical. The techniques, structures, questioning skills and importantly the mindset and behaviours he teaches, change how you see yourself, your prospects and sales in general.

I can honestly say, this training has changed the way we sell. The team are better engaged, more confident and definitely more in control of the sales process than ever before. Opportunities are qualified or disqualified quickly, thus shortening the sales process.

This has resulted in a record number of new accounts added, in the months following the training. Definitely not a traditional sales trainer, but an effective one!"

Greg Brennan Hub Packaging

Benjamin calls himself "the most hated sales trainer" which is not accurate.

What he is actually is an incredible mirror that people are able to hold up to themselves, which just makes people uncomfortable.

He provides an absolute clear vision of "how not to get in your own way" and insight into how prospects think, which is extremely refreshing and enlightening.

I would imagine his use of his strapline is to ensure that potential clients know that they are signing up for brutal truths, and that is fair enough.

My sales team found Benjamin likeable, engaging, entertaining and informative and were amazed at how he teaches lessons for life, not just sales. The techniques, skills and passion he brings to the training is truly engaging. His grasp of his craft is demonstrated through his knowledge. He never used boring presentations or paper handouts to teach. His lessons were engaging, interactive, energetic and practical.

You cannot argue with what he teaches because you recognise so much of your own poor behaviour, and that you have been a victim, so many times, to a skilful sales process he calls the Sales Matrix.

Sales is an absolute skill that has to be learnt and practiced and improved and anyone that just thinks it's just the "gift of the gab" is 100% missing the point.

Yes there is character and attitude and approach, but that just separates personalities, but to be the car driver of a conversation instead of the car passenger - that takes skill, and you can either spend years blundering through or you can pay a very very good teacher called Benjamin to come and save you 15 years of pain and frustration.

I did the former for myself and the latter for my staff.

You must be mad!

That's what some thought when I said we would be hiring Benjamin as our Sales Trainer. His style, his persona and just him may seem utterly ill-fitting for a business that sells to Childrens' nurseries.

You can be mistaken for thinking this, but don't.

We invested significant time and money with Benjamin because we needed help. We have a young sales team and we felt that they were struggling to engage with our prospects. We were also becoming frustrated with our inability to effectively communicate with our prospects in a way that engaged them.

Benjamin threw everything we did upside down.

He showed us exactly what we were doing that wrong and he helped us develop an entirely new way to approach our prospects and selling. Our young team started booking better qualified meetings, they also got better at weeding out the time wasters. We went from giving things away for free to demonstrating the value in why we should be paid for them.

He helped us develop our new business strategy by changing how we communicated what we did in a way that made it difficult for our prospects to either challenge it or not find it compelling. He even helped a deal, that had been on life support for 2 years, to get a shot of adrenalin that moved it forwards.

He is not a typical sales trainer. No PowerPoints, no cheesy sales tactics. What he teaches truly opens your eyes to why you are doing so badly. He gives you the inner strength and skills to take control of the sale. With control comes certainty and consistency. As a supplier of nutritious meals to Childrens’ nurseries across the UK daily, we are all about consistency because we know it eliminates risk and always ensures quality.

We would recommend Benjamin's sales training to any business (except our competitors).

As a company we had a very diverse team - some were new to sales, others were new to tech, others had been with the company for a while. My focus was on enabling the team to qualify opportunities better.

I was concerned they were getting strung along by buyers and used by prospects wasting their time.

We've used trainers before but Benjamin’s style and approach, whilst being very different to the ‘traditional sales’ training corporates adopt, it just worked. Our team loved it.

Unlike a lot of traditonal sales training where trainers rely heavily on PowerPoints, handouts etc. Benjamin delivers from the podium, no notes or props, just down to earth meaningful sessions. They were practial, entertaining and insightful.

The techniques, questioning skills, taking control and the challenging mindset and behaviours he teaches, change how you see yourself, your prospects and sales.

This training has changed the way we sell. I say that with all honesty. The teams are more confident in their approach. They have much more control of the sales process than before.
Opportunities are qualified or disqualified with greater skill, resulting in shorter sales cycles.

In the months following the training we added a record number of new clients.

An effective trainer? Yes.
Traditonal? No.

When I first met Benjamin, I commented to the business colleague who referred him to me that he dressed like a bum (He has improved).

He is certainly unorthodox in his style and approach, but never judge a book by its cover.

We ended up working with Benjamin for over two years. Regular bi-weekly sessions, held at our offices.

Unlike many traditional corporate sales trainers who come prepared with PowerPoint slides, workbooks and feedback forms (yawn), Benjamin is able to impart all his knowledge and skills in the moment.

This really helps it stick!

He has a very strong grasp on everything he teaches and demonstrated that by never requiring any aids to his teachings, other than his clear enthusiasm and desire to drive positive change.

It was also obvious from how he initially sold to me, that he lives what he teaches.

The methodology he taught Aspin has enabled us to take control of the sale, something we lacked. We often had "prospects" string us along or use us for our information and data then just hide. It was frustrating, costly and time consuming.

The techniques Benjamin teaches around closing, asking questions, pushing away, knowing your worth and learning how to plant your feet are invaluable.

We have changed how we approach sell as an organisation.

We have monetised parts of our sales process that we always believed could not be monetised. Our sales process as a result has become faster, more predictable, and ultimately more profitable.

Benjamin gave us the confidence, skills, and beliefs that we could sell differently.

What Benjamin does and teaches has worked for Aspin. What is impressive is, he never has experience of selling in the sectors that buy his training.

Why?

Because, as you'll discover if you work with him, product knowledge is not the key to selling. Experience is not a must have to sell, it's merely a nice to have.

Would I recommend Benjamin?

Yes, but only if you're willing to step outside the box, check your ego and be willing to change.

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Beat the Gatekeeper

Frustrated by gatekeepers?

Their job is to put through the right calls and deflect the rest including you.

I train you how to:

iconStay in control of the conversation.
iconAct, sound and behave like the right call.
iconUse the gatekeeper as a source of valuable information.

SELL MORE WITH LESS WORK

Disappointed by what you earn?

You're earning exactly what you believe you're worth because if you weren't you'd be earning more. So why aren't you?

Let me show you how to change that by:

iconMastering the art of disqualification.
iconEliminating tyre kickers through effective questioning.
iconHere's a novel idea, knowing when and how to say No!

STOP FEELING LIKE THE PROSPECT IS USING YOU

Frustrated at how prospects treat you?

If you were a millionaire that didn't need to sell what you currently do, but you do it solely because you love it, would you put up with half the crap your prospects put you through now?

I show how you can stop this and still win sales by:

iconAvoiding giving information away for free.
iconStaying in full control.
iconLearn how to sell, not by being liked, but by being trusted.

Growing a business is tough

but changing sales behaviour and beliefs is even harder!

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You’re an MD or a CEO and you’re thinking to yourself;
"We do okay, but we could do better."

But what does better mean?

For most it’s selling more, making more money.

Noble aspiration.

So ask yourself this, why aren’t we doing that now?

If you find yourself attracted to saying it’s because of Brexit, the economy, competitors, Covid or some other identifiable excuse, you don’t need training and you probably can’t do better. If the excuses are valid, then your team is doing the absolute best it can.

But if you’re of the school of thinking that says most sales problems aren’t external, they’re internal, then maybe I am for you.

Selling more and for more profit is the outcome of your sales folk doing something right. Ergo, selling less for less is the result of them doing something wrong.

So, what is it that your sales folk are doing that is PREVENTING them from selling more?

Conversely, what is that they ARE doing that if they stopped doing, they’d sell more?

That’s where I come in.

Changing behaviour and beliefs is what professional sales training is all about.

Last question, do you believe you have a sales team, or do you have a team of well-paid order takers?

During Covid, when you furloughed sales folk, did revenue take a big dip, or did you appreciate how little the sales team were needed?

There's nothing wrong thinking this. Not acting on it would be wrong.

I may be right for you, or I may not. Let's see if we can and should work together. Fair?