Open Enrollment Sales Training
Private Group Sales Training:
Group sales training
seminars can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Workshops: Individuals are invited to
participate in monthly sales classes held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of our sales training workshop
of your choice.
Are Successful Sales People Born or Developed? The answer to this question is, "both."
It is important to understand that recent research and studies have found a strong relationship between emotional intelligence and sales results. It seems that people who achieve consistently sales results are high in emotional intelligence.
In spite of this, very few sales and marketing managers have introduced programs to develop emotional intelligence skills in their workforce. Most of them have continued with the traditional selling training course with the traditional results.
There are many misconceptions about salespeople. For instance, to be good you have to be aggressive and if you can't be aggressive you've got to be persuasive. This is the only way that you will meet your targets. In selling, there are many different types of successful salespeople. In the industry it is said that there is no right or wrong way, you really get results or you don't stop
As soon as sales and marketing executives implement emotional intelligence programs they quickly become avid supporters when they see what happens to sales figures and the impact on the bottom line as their people develop the skill.
One sales manger said that he wanted to make sure that his sales team understood what the customer wanted; and to focus on long-term rather than short-term goals. He explained to his sales force that he did not want a one-time deal; he wanted a lifetime relationship. Few reported that he had great difficulty in persuading his staff to go for the long term relationship. To overcome this he implemented annual emotional intelligence workshops that included three day sessions dedicated to listening skills, empathy and communication.
The response from the sales team was exceptional. Although normal emotional intelligence assessments were part of the program, it was discovered that the most effective and meaningful assessments were from peers. This was an exercise in peer review which revealed many issues which previously had been hidden. The peer review included self-awareness, social awareness, self-management and relationship management.
The peer review gave feedback on a regular basis so that the manager could discuss almost daily how the person was interacting with their customers and their peers. This created a change in the behavior of the sales force that helped to improve sales and customer satisfaction.
The outcome of training the sales force in the principles and practice of emotional intelligence was interesting. The return on investment was many times that of the “traditional" type of sales training that is practiced worldwide.
