This workbook outlines a sales approach that combines change-maker leadership with relationship selling to achieve high performance and meaningful impact.Key aspects of the document include:
 
The Role: Transformational Sales: A transformational salesperson acts as a catalyst for positive impact, going beyond traditional selling to become a trusted advisor. They possess vision, resourcefulness, resilience, integrity, and a customer-centric focus, building trust and co-creating value with clients.
 
Why This Role is the Target: This approach leads to long-term business success, deeper customer relationships, value co-creation, increased personal fulfillment, and the ability to inspire and mobilize others.
 
Working Through the Sales Phases: The document breaks down the sales process into five phases, detailing the mindset, activities, and tools for a transformational salesperson in each:
Phase 1: Research & Pre-Approach: Focuses on understanding the customer's deeper "why" and potential for transformative impact through deep research and systems thinking.
Phase 2: First Contact & Meeting (Discovery): Emphasizes active listening, authentic rapport building, and asking insightful questions to uncover explicit and implicit needs.
Phase 3: Pitch & Negotiation (Value Co-Creation): Involves collaborative solution development, articulating value based on customer outcomes, and adapting leadership style to the customer's readiness.
Phase 4: Closing (Commencement of Partnership): Reframes closing as the start of a long-term partnership, confirming mutual value, and setting clear expectations.
Phase 5: Post-Sale Nurturing (Sustaining Transformation): Focuses on ongoing value provision, feedback, and supporting the customer's long-term success.
 
Selling and Building a Movement: This section explains how a transformational salesperson, using relationship selling principles, can foster internal support within a customer's organization. This "movement" helps navigate complex sales cycles, secures stakeholder buy-in, increases adoption, drives upsells, generates referrals, and maximizes Customer Lifetime Value (CLV).
 
Confidence and Closing Transformational Deals: Highlights that confidence stems from self-knowledge, integrity, and resilience. Closing a transformational deal is presented as a significant step towards a shared vision, bringing pride, fulfillment, and a sense of achievement.