Problem Today
According to the American Society of Training and Development, American companies spend approximately $20 billion annually on sales training. Yet a recent study by Sales Performance International shows the percentage of sales reps that consistently attain quota is decreasing from year to year. While the economy certainly plays a role in our ability to sell, the simple truth is that many sales training models just don’t work.
Industry metrics tell us that 50% of the content learned during sales training is not retained past the five-week mark. Much of what companies are paying top dollar for just isn’t sticking. Within 90 days, 84% of what was initially taught is simply – gone. So is all that money your company invested in sales training.
Standard sales training focuses strictly on external skills development. They provide better objection-handling skills, better closing skills, additional product knowledge, or better cold calling scripts, but none of it really makes any difference because they don’t venture below the surface. This is why, even though many companies are engaging in sales training, the results don’t change.
Selling is about more than just a set of repetitious behaviors like phone prospecting and objection handling. Successfully closing a deal is strongly affected by the underlying beliefs, values, self-image, and attitudes of the person conducting the sales process.
Increase Sales Effectiveness™ Training Program
The Increase Sales Effectiveness™ Training not only delves beneath the surface of a sales executives external behaviour; it focuses on changing values and beliefs of the sales team to be able to master the sales conversation. We help you create an effective blueprint for a successful engagement with your customers. Our Increase Effectiveness Core Program was designed to create goodwill and connections that will last for a long time between your company and customers. The model provides salespeople with a consistent process to be able to lead masterful sales conversation from beginning to end. It engages both the salesperson and their prospect in an effective dialogue that will foster greater long-term sales results for your organization.
The most common element missing from a typical sales process is having the engaging conversation that creates the bond and rapport needed to close a deal. The Increase Sales Effectiveness™ Program teaches sales teams how to create buy-in with an audience – your potential customer – and use newly-acquired sales skills to open more doors, truly engage with customers on business and personal level, better understand how customers make decisions, be more efficient when presenting and negotiating, and close deals more effectively.
What do salespeople need to know
to be able to compete in today’s marketplace?
- how to find and approach customers who are in the market today (hint: trigger events are the key)
- how to connect with customers instantly and build deep rapport quickly and easily (even over the phone)
- how to use the power of insights to position yourself as an expert, not as a salesperson
- how to engage customers in a dialogue by using the power of deep questions that will show your interest and demonstrate concern
- what questions to ask to start profiling each decision maker and influencer and uncover patterns of their behavour
- how to develop the flexibility to quickly understand each customer’s attitude and align your behaviour accordingly
- how to balance insights with questions to create effective sales conversation and influence customer’s agenda
- how to challenge the status quo and demonstrate why doing nothing is more costly and risky
- how to develop a joint vision of solutions with customers to reduce price objections
- how to lead masterful sales conversation from beginning to end
Increase Sales Effectiveness™ focuses on these and other important sales demands and aligns salesperson’s behaviour with customer’s buying process. The goal is to be able to influence customer’s agenda to increase the effectiveness of your sales team.
Sales Training Delivery
Like every other North American Sales Training program, audience ranges from new to very experienced salespeople, sales managers, and executives. To sustain the training, we provide the tools to align stakeholders to support the change (Step 4 – Change Phase, click here to learn more) and focus on creating action plans to enhance learning retention and encourage salespeople to persist using new skills.
Increase Sales Effectiveness™ Program can be calibrated and customized for application to every industry and selling situation, which includes one-time transactions to complex sales environment with long sales cycle deal that requires an RFP and winning that proposal against many competitive sellers. The higher is your need to differentiate your sales team from your competitors in terms of how they engage with customers, the better the fit for Increase Sales Effectiveness™ Program.
Increase Sales Effectiveness™ Training Program can be learned through:
- two-day facilitator-led workshop with pre-workshop assignments and post-workshop sustainment
- blended learning solution that incorporates both two-day workshop and online through on-demand eLearning
- online through on-demand eLearning and video-based content
Every instructor has been certified by us and they each have at least 15 years of sales experience, to ensure their credibility and that they will elevate any practical discussion during the training.
We can train your trainers to present the Increase Sales Effectiveness™ Training Program anytime you wish. We recognize your in-house trainers are experts when it comes to understanding your organization, mission, culture, and employees the best. Our focus is to provide sales training that will be customized to your needs in order to deliver a high-impact, results-oriented sales training program.
