Bold Approach Sales Training

Bold Approach Received A Full 7 out of 7 Customer Satisfaction Rating In The April 2003 Gartner Survey Of Sales Training Scoring Higher Than IBM, Siebel, Miller Heiman, Sandler Sales, Dale Carnegie, and Karrass!

Sales Training

If you want another sales training that tells you the steps to the sales process, how to network, how to ask for referrals and how to cold call yourself to death, then please just call us right now at 208-562-0990, we'll give you everything you need over the phone in 10 minutes or refer you to one of the old guys who have been teaching the same old thing for the last 30 years.

If you've found that most sales training lacks real, measurable substance or focus on the challenges of the economy today, then you owe it to yourself, your Salespeople and your bottom line to read to the bottom of this page.on.

You seen them, heard them, have the tapes and the memories.

Those old "experts" really were the "real deal" in the 70's and 80's, but those times are gone and so is their message. This is a new time, a new (and rapidly changing) economy full of sophisticated buyers who have been to the seminars themselves and are prepared for your expected responses.

Because I know your time is very valuable, I'm going to explain what your salespeople SHOULD be learning in their next training seminar or coaching session in the next short paragraph. As you agree read on fully, if you don't . . . well, you know what to do.

Selling and the economy are different now . . . even different than it was 5 years ago

Selling has changed, the message and training has not. Good salespeople today need to know more than just how to make a cold call, they need to know how to influence behavior ethically and appropriately, they need to be able to develop creative solutions to increasingly complicated problems quickly and on their feet, they need to know how to elicit buying strategies from multiple buyers and how to craft a powerful selling response. If they want to thrive in today's market, they need to understand things like the principles of human influence. Finally, they need to understand how to package themselves along with your company as true experts capable of delivering value EVEN IF they don't sell the prospect a thing today. When those key elements are contained in a training, then and only then are you moving your salespeople into the arena of success in today's environment.

I want you to answer this question honestly.

If I call you on Monday morning and try to talk to you about sales training, will you REALLY take my call? In fact, if any salesperson calls you and wants "two minutes of your time" will you take the call?

If you answered no, then you have already begun to accept the fact that the whole premise on which virtually all conventional sales training is built around is fatally flawed and can never work again. I'll give you three more reasons why:

• Voice Mail
• Gatekeepers compensated by how many people they keep OUT
• Email

Let's face it, with traditional training, your salespeople are charging into a barbwire pit full of pit bulls and landmines. They don't have anything unique and didn't before they did the same thing they've been doing every day. And until now, you've rewarded them for that behavior.

The truth about sales - Selling is not a process, it is a series of behavioral activities interacted between two humans, validated by intuition and trust and it is a fragile process that can go awry (and often does) when salespeople keep trying to stuff interactions into a convenient "process." If you don't know where your client is emotionally, behaviorally and cognitively you don't have a chance to make a sale no matter how good your product or service is. Sales are not mechanical, sales are complex negotiations happening simultaneously on multiple levels.

Here is how you make the change for your people.

There are a number of critical skills that salespeople, no matter their tenure, skill or industry must have if they hope to succeed. They include:

Discovery

Nearly all salespeople today do a very poor or marginally adequate job of truly defining customer needs. Sure they ask the surface questions and some even try to qualify, an action that is premature and closes the doors on many deals that could easily be won by you (evidenced by the fact that your competition won the business). Discovery is the application of a combination of a psychological questioning model with a probing and proving follow up. Most sales are made right here. The salesperson who can best clarify what the buyer wants to buy and what they want out of the transaction wins the sale.

Principles Of Human Influence

Cognitive Neuroscience has begun exposing the real truth about how we really make decisions, determine relative value and develop relationships. It has even shown us how to elicit buying strategy. They also found that sometimes a single word is worth a thousand pictures, and those words, when used appropriately can tip the playing field forever in your favor. Understanding how short and long term memory works allows your salespeople to properly craft, present and follow up their message for maximum impact. Finally, the appropriate application of language and metaphor to create the buying response leaves you in complete control.

The leverage of value and expertise

Information overload and a glut of salespeople have overwhelmed buyers of every product and service imaginable. Salespeople who will succeed must know how and where they can add value to their clients and potential clients even if they don't buy today or even this time. The caveat is that if you can leverage value and expertise, you put yourself automatically in the top 2% of buyers consideration.

Solutioneering

I don't mean bargaining on price or delivery, that isn't creativity, that isn't negotiating, that is begging. Solutioneering in sales means going through a documented process of Rapid Ideation Processing™ a creativity strategy that creates instantaneous, powerful alternatives to sales blocks, shortcomings or competitive challenges. This goes beyond being quick on your feet, it develops deep commitment in customers and a high sense of trust by buyers. Knowing how to lead buyers through the Ideation process develops ideas that they attribute to you and your company and they then own the ideas, and what a great position to be in, having buyers owning the ideas the two of you created and pushing the ideas (their agenda) for you.

Developing the right metrics

Salespeople and sales managers need to know the real metrics, how to measure them and what to do with the results. Most salespeople and sales managers fail to use the metrics to influence the sale. As a result, they hand more sales to their competition than they will ever know.

Negotiation

Negotiation is an event that must occur in every sales transaction. A negotiation is simply the coming to and confirming of an agreement. Sales people have been taught to close, close, close. They know twenty different closes and none of them work anymore. Negotiation always does because you have followed a process leading to this moment and you know more about what your client wants than they do themselves. Negotiation is your chance to put the necessary structure around an agreement. When negotiation is done appropriately, no one needs to think about anything, because it has all been covered.

Ask yourself this question:

Would my salespeople be better off if they knew documented scientific ways of influencing behavior and creating predicable results in every interaction and would we be better off if we could measure and predict the results of their activity?

Yes or yes?

Then the answer is really very simple. Give Dave or Steve a call at 208-562-0990 right now and spend 15 minutes discovering if your sales team qualifies for this dynamic training (we actually turn away more people than we accept for training engagements).

If you are still not sure where to start or if this is right for you, you may be right; let me ask you this one last question: If I could answer one question that would make this training more perfect for you, what would it be?

Got it?

Now call Dave or Steve at 208-562-0990 with the best question you'll ever ask about sales training.

We are expecting great things for you!

P.S. All of our training can be delivered at your location, our location, remote or resort locations and through a series of individual and team coaching sessions and you get two trainers working directly with your group for less than you'd expect to pay for the old conventional training you are used to.