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The LACPOMAC® Selling Skills Model

For Sales TeamsHow to be a trusted adviser AND close the business

For many years sales people were taught multiple different ways to close the sale – most of which felt like the hard sell. Robin Fielder  (LDL founder & CEO) on his first sales training course as a new salesperson, was taught ‘12 power closes’ and remembers going into each sale after the training hoping he could remember which was the right one to use in a given situation!

Robin, a science graduate with a degree in electronics from Southampton University, felt this approach was flawed and set about systematically researching an alternative. He and his colleagues devoured every book they could find on selling, attended countless courses and interviewed dozens of top sales people to discover how they asked for the business and handled objections.

This research identified 7 distinct steps in a softer, more consultative approach. These were tested and refined by LDL for two years and eventually put into the LACPAAC® framework. The model proved very effective in a wide variety of both big ticket and small ticket sales.

The original ‘Close That Sale!’ seminar was then created to promote LACPAAC® and the psychology behind it. Just fourteen people attended the first seminar but people used the ideas with great success and spread the word. Close That Sale! went from strength to strength and became the biggest selling programme in UK training history, attended by 128,000 participants.

The LACPOMAC® consultative selling model

Many salespeople who were using the model then started to feedback that they were expanding the approach to the entire sale not just the final stages and having fantastic results. The LDL team then researched and expanded the methodology into a complete consultative selling sequence. After two more years of testing and refining LACPOMAC® was launched and is now the core skill taught on LDL Selling Skills programmes.

LACPOMAC® is a navigational tool, an underlying system of questions to move the sale forward. The model looks at the detailed ‘nuts and bolts’ of the sales interaction, with the focus firmly on the customer’s perspective – their concerns, their requirements and their priorities. LACPOMAC® perfectly suits the essential duality of modern selling – be a trusted adviser AND close the business.

LDL continue to refine and adapt both models.

You can learn LACPOMAC® at The New Professional Selling Skills 2 day programme. Available both open and in-company.

LACPOMAC® and LACPAAC® are registered trade marks of LDL.

For further information complete our enquiry form or call our team of learning advisors on +44 (0)20 7381 6233