TITIRO

Before we engage we want to know more about you, your market, your solutions, your team and your unique selling challenges and opportunities.

We think it is critically important that we focus our joint efforts on the specific and priority things that are going to move the needle for your business.

Our passion and expertise is to make a positive difference and to deliver you tangible and measurable results.

Our TITIRO process is fast and effective and enables us to design the JODO workshops that reinforce or introduce the specific sales knowledge, skills and techniques that work the right sales muscles to deliver you increased and sustainable market momentum.

In doing this we do not need to re-engineer your business. We are big fans of not fixing what is not broken and whilst we have specific sales IP that we can introduce, we take the position of being sales methodology “agnostic”; and in that way we can assist you to improve and adjust whilst leveraging your previous sales system, process and skills investments.

Sales methodologies that we are familiar and have worked with include but are not limited to:

JODO

Our training sessions are unlikely to be anything like those you have attended before and if they are …. We will most likely think we have failed you! They are high energy, upbeat, challenging and fun. At the end of the JODO session salespeople are left metaphorically “huffing and puffing”, tired and mentally “sweaty”.

Our workouts are curated with specific sales muscle focus and we are creating new sales exercises on a weekly basis. The exercise routine can be designed for a range of capability levels or for salespeople at “Shodan” (Beginner), “Yodan” (Intermediate) or “Hachidan” (Advanced) level or any level in between.

Sessions typically run for 60 to 150 minutes to avoid learning overload and include repetition of key exercises to build fitness across the desired sales muscles the session is focused on. To quote Rob Deutsch the Founder of F45……”If you keep doing a spin class on the bike, day in, day out, your results will plateau. You know exactly where the hills are coming and when you need to go hard and when you need to rest. You need to be tested mentally to be able to achieve results. You always want to be attacking different muscle groups at different times and different speeds. Putting muscles under tensions for different amounts of time, at different speeds and different angles.”

Your JODO sessions can be very easily designed to focus on, for example, early, middle or late in the sales process techniques or you can nominate the specific sales muscles you want to work on and we will design your program accordingly. Importantly, we can work with your sales process and methodology and simply “plug in” the exercises to suit with adjustments as required.

We have developed the JODO model out of the knowledge that the majority of salespeople attend training once per year and have quite deliberately developed a model that incorporates a level of consistency and that encourages salespeople to come back, developing an increased level of sales fitness and to keep improving.

HONO

What we know is that more than 80% of your training investment will be lost within 30 days if the skills are not embedded with supportive reinforcement and coaching activity.

It is for this reason that every JODO program is packaged together with a flexible variety of Level Five TITIRO, HONO and EVIDO elements. These include but are not limited to the following:

• Tools, templates and cheat sheets
• Short, sharp and effective training reinforcement workshops
• Post program measurement to track and prove positive progress
• Sales Manager guidance and implementation support
• 24/7 telephone support
• One on one coaching sessions
• 15 / 30 / 45 / 60 day review process
• Accountability programs that operate to a weekly, fortnightly or monthly regime with associate reporting down to an individual salesperson level

To provide our unique KARE (Keep, Attain, Recapture, Expand) focused mobile accountability app, we have partnered with the Sandler Corporation who are the largest training organisation in the world. The app enables sales activity and outcome accountability to be easily configured to the individual needs of a salesperson, to a specific role or to the needs and focus of any sales team and can be deployed to a sales team of one or many hundreds or thousands.

The HONO elements of your package are one of the things that make us truly different from others operating in the sales performance sector. We have not designed our solution however to be different, we have designed it to deliver improved sales performance through individual workshop and exercise tailoring, repetition, continuity and by generating a level of engagement that creates a genuine want in the salesperson to come back, get better, grow from average to good to elite to experience increasing day to day selling success and the career and income progression that this delivers them.

EVIDO

Our EVIDO solution is all about understanding how you team is really implementing and executing in the marketplace on a day to day basis.

Our EVIDO solution is an exercise in behavioural observation. Our strongly held view is that sales are much more about skill and technique than style and talk and our observation activity (across both face to face and telephone sales teams) identifies the extent to which your team is executing the techniques and behaviours you require to win, retain and grow your customer and revenue base. As a brief example:

• To what extent is your team preparing and planning their sales calls?
• To what are sales calls being executed with an agreed and clear purpose?
• What kind of questions are being asked by your sales team?
• Is the sales technique more push or pull?
• What % of sales calls resulting in an agreed outcome that will move a specific sales opportunity forward?

We are very hesitant to call our work in the automotive, real estate and retail sectors “Mystery Shopping”. What we are looking for are the specific behaviours and techniques that move a customer or prospect through the G.R.E.A.T. process that wins you business…. Great - Relate - Explore - Assist - Thank.

Our reporting can score every interaction and rank your team across 20-30 specific behaviour and skill criteria and we can provide individual and team reports that include what is done well as well as identify areas for improvement.

Our operatives are not people who have simply signed up online and been sent out on a casual basis to earn pocket money; they are recruited based on a combination of criteria focusing on their professional experience, observation skills, attention to detail and their capability to engage with people.