POWER–Q™ Performance Improvement Model

   In today's hyper-competitive, increasingly commoditized and price-driven market, customers have dramatically changed their buying behaviour. This change has entirely redefined the rules of selling. Even consultative selling has become commodity! Excellent product knowledge and traditional selling skills (present features & benefits, ask open or closed questions, handle objections and close deals usually by using various "magic" closing techniques) are no longer working to differentiate sellers and win the sale. What is becoming the only key success factor and critical differentiator that customers value, is how sellers sell not what they sell.

• Today, value needs to be created in the expertise that sellers bring to the relationship with customers.

   In 10 years of working with both corporate-side and provider-side players in Healthcare Industry, we have identified that many sellers don't have any idea how to create, communicate and implement such value solutions in real-life business. When sellers get the chance to speak with customers – they often don't even have a call plan. And when sellers do get in front of customers, they spend time by talking to describe their mindset to success – focusing on products and services as opposed to the business issues that concern their customers (needs, problems, opportunities etc.). But that's exactly the way, their sales organizations train and coach them to make business.

   As a result, sellers fail to create critical (eye-opening) and significant (recognizable) value for customers. They simply fail to differentiate themselves and customers continue to focus only on price. Opportunity for sellers to differentiate themselves from competition has been lost and the only differentiator in the sales process remains price! That is the easiest way to face price wars, drop in sales, shrinking margins and decreasing profits.

   Nanobrand 's approach to efficient and effective sales strategies is different. We start with helping sellers understand how individuals and companies make buying decisions. Using our POWER–Q™ Performance Improvement Model we take sellers through the specific stages customers go through when planning and making purchase decisions and explain why each stage requires different set of skills, competencies and tactics. Then we develop various models how to  execute, quantify, revise and verifiy these value creation skills during the each stage of the buying circle.

   POWER–Q™ Performance Improvement Model guides sellers to make detailed call planning, customer dialog and response modelling and expected result forecasting. It allows them to "dive in" and start creating value during every stage of the buying cycle and become "real differentiators" or "value creators". We believe, this is the right way how to escape from commodity and price-driven sale.