Impact of Sales Training on Performance

 

It is generally agreed that sales people who are able to position themselves as business consultants will perform at a higher level than those who do not.  Recently, a leading research organization wanted to learn the impact on sales people of various levels of business consulting skills training.  This controlled study provides strong support for consulting skills training.
In summary, the sales people with advanced consulting skills training performed at a level 49% higher than those with basic sales skills training and 21% higher than those who received specialized skills associated with managing the consultative process. 

Quota

The advanced group received the training of the other two groups plus skills training in:
  • Analysis of impact of switching costs
  • Analysis of customer’s value chain
  • How to determine industry and customer critical success factors
  • How to have a strategy discussion with senior executives.

Solution Selling Training Program

 

SPI offers an intense, customizable, 3-day solution selling workshop with the following highlights:
  • Consultative sales cycle
      • Why become consultative?
      • Profits are the only advantage
      • Becoming a “profit-improver” – Mack Hanan had it right all along
      • Stages of decision-making
      • Situational fluency
      • Industry and process smart (let’s discuss)
      • How to differentiate your offering
      • Impact of features and benefits
      • Importance of success stories
      • Work plan format
  • The Phone
    • Purpose
    • Common mistakes and misuses
    • Prospecting formula
    • Learning to love the phone
    • Scripts-opening, fact gathering, closing
    • Keys to good phone scripts
    • Respect for the sales funnel
    • Telephone workshop
    • How high to call?
    • Preferred prospect program
    • Use of elevator pitch
    • Phone statistics
    • Do you need a mentor?
  • Discovery/Survey/Qualification
    • Purpose
    • Alignment-keeping sell cycle in alignment with prospect’s buy cycle
    • Model
    • Template, imbedded scripts
    • Triangulation
    • How to differentiate your offering
    • Buyer facilitation
    • Authority and influence
    • Confirm business problems
    • Importance of visualization
    • Profiling
    • Proper use of selling resources
    • What to do if you are first in a deal, last in deal
    • Discovery workshop
  • Demonstration
    • Purpose
    • Timing
    • Confirmation
    • Do’s and don’ts
    • Format
    • Demonstration workshop
  • Proposals
    • Purpose
    • Use of pre-proposal
    • Do’s and don’ts
  • Success Stories
    • Format
    • Second most important selling tool
  • Self-Management Tools
    • Activity management system
    • Your closing ratios
    • Other key ratios
    • When to ask for help
    • Prospecting rationale
    • Quota
    • Contests