LONDON AND THAMES BUSINESS TODAY

PRO EXCELLENCE RECEIVES AWARD!

You've been on the sales training courses, read the books, attended the motivational seminars and still you are not getting the results you would like. It's easy to start thinking that perhaps you are not cut out for sales. However, help may be at hand through coaching, one of the latest American business trends to find its way to the UK.

The thing that most differentiates top sales people from the average is not just what they do but their beliefs, values and philosophies about things such as selling, customers and their product or service. The way they think has a massive impact on what they do. These are rarely covered in traditional sales training or even realised by managers who have been successful themselves. However, they are addressed when working with Pro Excellence to improve your sales performance.

Surrey based, Pro Excellence is a firm pioneering High Performance Coaching within SME's by combining Neuro Linguistic Programming (NLP) with coaching. The result is accelerated business growth for their clients.

Although relatively young Pro-excellence have helped many owner managers to move their businesses forward. None were professional sales people and yet Pro Excellence were able to help their clients improve results. For example, one business owner the company worked with needed to generate some new business and wanted to overcome their fear of cold calling prospective clients. Pro Excellence helped the client to see the process in a different light which changed the way the client felt about the activity. They then developed highly effective and targeted marketing letters using a proven formula that made the follow-on calls much easier. The client went from 3 calls in the previous year to 10 calls per week resulting in a regular stream of qualified meetings.

Pro Excellence believes that they can help their clients on two levels. In addition to helping individuals improve their sales performance, they can also help companies with a more hands-on approach. Where a company does not have the internal resources or expertise Pro Excellence can come in on a consulting basis and analyse sales and customer information and identify opportunities. They can also help in the selection of the right sales people and cover the sales performance management function until the company is big enough to employ someone to handle that task.

However, coaching is not about training as such. It is a valuable addition to training which can help embed new skills and also help individuals to take ownership of their own learning. It only works for people who want to improve their performance and should not be seen as a way to "cure" poor performers. NLP coaching has a 'toolkit' which works exceptionally well at both understanding mental processes and learning and getting to the key issues very quickly. It's a two way process and relies on a close working relationship. A normal coaching relationship would last 3 months but would take less than one and a half days in total over that period.

The NLP coaching approach can be applied to any area of the business where performance is an issue and key staff have been trained but are still not getting results. For example, many people go on time management courses and yet still struggle to manage their priorities. Richard White of Pro Excellence states that:
"We recognise the need in small and medium sized businesses for a fast and visible return on investment. Our combined NLP and coaching approach really helps to get to the key issues quickly. This is how we can guarantee the noticeable progress will be made within a month."

He then goes on to say that:
"Neuro Linguistic Programming (NLP) is essentially a collection of tools, which answers the question "How do people who are excellent at something do what they do?" Its always fascinated me that you could have 2 people with the same backgrounds and training with the same opportunity. One achieves spectacular results whilst the other only achieves mediocre results. The "difference that makes the difference" is normally the way the high achiever thinks rather than specifically what they do. Simply put, the way we think directly affects what we do. Over a three month period our clients begin to think about selling in a different way."

Often a person will display a quality in one area of their life and yet not use it in another area. Also they may be showing star qualities some of the time but not always. The NLP helps to detect these and to provide a model that can be learned. NLP is not just about techniques. There does appear to be a lot of learnable techniques and they only really become effective when you adopt the beliefs, values and philosophies, which underpin NLP. The training is all experiential and in the better courses you learn coaching skills and help each other in the self learning.

In recognition of this and the unique approach to coaching people into becoming better sales people, The London and Thames Business Today is proud to present Pro-Excellence with the coveted "Award for Development in Human Resources" The Award also highlights the determination and achievements that Pro Excellence has achieved when helping a wide range of businesses.

In response to this, Richard White stated that:
"I am very honoured to receive this award, especially as the business is so young. We really believe that there is a large amount of potential to help small and medium sized businesses to get onto a faster growth track. So many businesses do not survive three years. Just think of all that wasted money and broken dreams.
We intend to prove that business coaching is a good investment, not just for big companies but for any sized company. It's well established in the USA and many big companies have coaching programs. NLP combined with coaching brings it to a much higher level of effectiveness and it will become a standard.
We hope to play our part in changing the general perceptions about selling so that it is seen as an honourable profession of choice."

Satisfied clients include; Tessa Denison of Denison Design Limited. Tessa came to Pro Excellence looking for help finding new customers. As well as working on this it was discovered that despite a wealth of previous excellent work the client had not kept in touch with the customers. After a focused session the client went away and re-established contact and found that a number of them were actually looking for help with projects. For a little effort the client now had several highly qualified prospects with a big edge over her competitors.

So if your business is not reaching sales targets or if you feel that there is a potential sales person inside you, then call Richard White of Pro Excellence on 01428 651866
Web Site: www.pro-excellence.com
Email: rwhite@pro-excellence.com