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Training
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 salespeople of various levels of business consulting skills training. This controlled study provides strong support for consulting skills training.
In summary, the salespeople 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.
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.
Consultative Selling Training Program
SPI offers an intense, customizable, 3-5 day consultative selling workshop with the following highlights:
- Consultative selling
- An in depth look at the many facets of a consultative sell cycle from beginning to end with case studies, break-out sessions, presentations, quizzes, prizes
- The phone-“the most important sales tool”
- This workshop investigates phone “best practice” in the pre-sale arena with role-playing sessions, phone calls by the instructor and, lastly, phone calls by the attendees
- Discovery/Survey/Qualification
- Many deals are lost in this phase. This section of the workshop focuses on integrity, validation, alignment, facilitation, value and pace-6-8 hours
- Demonstration
- Proposals
- Success Stories
- Format, second most important selling tool
- Self-Management Tools
- Prospecting rationales, key ratios, activity metrics
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Sales Productivity Institute, LLC, All Rights Reserved © Copyright 2009
