Open Enrollment Sales Workshops
Private Group Sales Training
Workshops: Group sales training
workshops 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 workshops 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.
Let’s face it, in any line of business, any walk of life or any group of people, there are people who do things a certain way that makes them "good" at what they do and then people who do things that make them "great" at what they do.
Sometimes there is only a very small difference between "good" and "great". But it is a definable difference.
I have had the pleasure to work with sales people from all different backgrounds and all different experiences and, yes you guess it, all different levels of success.
As you will know from other posts I have written, there are numerous things that make up a salesperson level of success but one of them is something that is so fundamental that a tiny shift in a salesperson's understanding will have HUGE changes in their outcomes and their selling results.
It comes down to their focus and the number one most important element in the sales cycle, The Client... and what the client wants.
Too often I have seen a salesperson go in, having all their product knowledge down pat and they can tell you all about their product or service and expect this to impress the client.
The fact of the matter is though, that a client doesn't care about your product or your service. They don't care about what features you, your company or your product or service have - all they care about is how it BENEFITS them.
That is all.
Too many sales people talk about the features of their products or services and then wonder why the client doesn't buy.
The greatest salespeople NEVER talk solely in terms of features. They talk about benefits to the customer - how the customer's life will be made better.
If you are going to talk features (as so many companies drill their sales people to do), use it as a precursor to the benefits that the client will enjoy.
Amateur salespeople talk about features.
Pro's talk about benefits.
It's TIME TO SELL!
