Tessa took me through her sales process for a complex service with new eyes, and I found that the historical way of sales thinking is very much outdated. Tessa has a great talent for reading people & creating desired outcomes for any business situation. Her multifaceted background adds rich insights to all layers of a business. I can highly recommend Tessa – an asset to any business.
I was looking for a way to accelerate large scale sales. I had been finding often sales lead times into large corporates were extremely long, and complicated processes and lack of early clarity could slow down potential for gaining new clients.
I worked with Tessa one on one over 3 months learning her comprehensive and highly structured solution selling approach (including developing our value proposition and actual scripts from cold call to first meeting) for complex services sales. She also coached me in how best to structure persuasive credentials presentations from a customer needs based perspective vs. a supplier product based perspective.
Results & Benefits
I recently landed a large FMCG client that we had been struggling to close using the Getting to Yes Please! Techniques. This is directly due to the fact that I can now better articulate the unique value we add to our clients, using powerful reference stories, so I feel more confident to have the C-Suite level business discussions.
The work we did together was practical, thorough and specifically for Rocketfuel. I also left with a greater understanding of important aspects of client relationships and engaging with clients, not only in terms of the correct format structure to use for first time client meetings, but also from a psychological point of view. I am now able to navigate my way quicker through an organisation, and have the confidence to have the high level conversations with corporate decision makers because I am now speaking their language and able to consult to them about their pain and provide real customer driven solutions, rather than in the past, simply trying to sell them on our fantastic innovation product and design capabilities. I am already seeing a huge difference in the quality of conversations and sales I am getting which are prioritised based on ROI.