Why Delta Point

Quality Interactions Matter

Knowing your business is the first priority in sales. Knowledge in the sense of mastery, the ability to craft truly powerful, memorable and effective communications, requires an expert understanding of the subject at hand. Simply put, “You cannot share what you do not know.”

If knowledge is the sales deliverable, then knowledge shared means sales goals achieved. Messaging is the key that opens the customer’s door and allows the sales person to share what they know in order to build relationships with their customers — relationships that will pay dividends for years to come.

Messaging is taking the core knowledge about a product, brand or subject matter and communicating it powerfully. This means choosing the right words — words that will help an audience or customer embrace the message, one that will engender thinking and change behavior. This should be our goal whether we are selling a product or persuading others to adopt our business ideas. Study after study has demonstrated that sales/communication success is 15% technical knowledge and 85% people knowledge.

Each and every one of us has relationships, but are they superficial or substantive relationships? Consider the relationship pyramid figure to the right from the book The Relationship Edge in Business by Jerry Acuff with Wally Wood. It boils down to:

• People who know me
• People who like me
• People who want to have a valued relationship with me

There are great opportunities available to business people who are able to work their way up the pyramid and attain that special relationship where people listen differently and more closely to what they have to say.

The value of improved receptivity that comes from mastery of these steps will show up in bottom line sales success or in the acceptance of that great idea one is trying to sell to a business colleague.

Great communicators and sales people build relationships naturally. However most of us need help to learn how to achieve this.

Testimonials

“I believe it is very simple what you did for the [Product] brand team and could do for any brand team you work for. Delta Point coaches and teaches sales and selling skills. Brand teams coach features. When you worked on the project with [Product], we had all the data we needed as a sales group, but some sales people had a difficult time in choosing the correct words, and selling strategies to present this to their customers in a compelling and believable way. I believe that you, and Delta point made that connection for some. I saw a new vigor from a selling skill perspective from members of my cylinder team at the time. I believe that the connection between the Brand Teams, and the field sales specialists needs a bridge to connect the great work that these two groups do. This bridge should be Delta Point. You help DSMs bring clarity and vision on how to best position our great data for the greatest amount of impact to our customers. I would love to work with you again on any project.”

–District Sales Manager, AstraZeneca

“The Delta Point training equipped me to have a very real conversation with the doctors I call on…I was provided tools to take me to the next level on the relationship pyramid. The Delta Point training has been similar to putting on a new set of glasses. I see the whole office experience differently. I am painfully aware now of when I have blown a call, but even more importantly why. I really feel as though the Delta model has given me the tools to think out a long term strategy for each office as well as the verbiage to take me through the process….. I feel much calmer in my conversations, and because I am in control and prepared I’ve become an infinitely better listener.”

– Specialty sales representative, Abbott

“Without hesitation one of the best one-day (expand our possibilities) training sessions I have experienced in the Pharma industry.”

– Regional Sales Manager, AstraZeneca