Sales is a process, so is losing weight
Effective sales training is like joining Weight Watchers. You change your approach to eating and exercising and the effects are long lasting. Ineffective sales training can be compared to crash diets or getting a liposuction where the weight will come back quicker but if you don’t change your habits it will come back. People who want to lose weight need to think about changing their eating habits and their lifestyle. Sales people who want to be more successful should encourage their leaders to provide sales training that is effective and shows results. Sitting in a class room for a couple of days might not be the answer.
Consultative Selling is a lifestyle as much as healthy living
Unless you are lucky and born with an overactive metabolism you will have to watch what you are eating and do some exercise. And, unless you are born with the unique gift to sell (which not everybody is), you will benefit from good and effective sales training. Companies that require a consultative sales approach should arm their business development and client facing employees with the tools to be more effective. There is no quick fixes, not in healthy living or successful selling.
A mindset shift needs to happen
When participants enroll in our consultative sales program we make them aware that sales is a process and so is shifting your mindset. Ideally, we see a shift in perception and application over the first month, but it might take a bit longer for learners to digest the information and for them to apply newly developed techniques in a way where they don’t have to think about it any more.
It doesn’t happen overnight
The day when you choose a banana over a muffin without thinking can be compared to the day when a sales person asks more questions without having to remind themselves that they should be listening more than talking. That’s when behavioral change actually takes place.
This is what one of our graduates said. That is when change actually happens.
“I used to think that the word “sales” was a dirty word. I am a VP in a transportation company – it’s about moving freight and finding loads. Now I think differently about what sales means. I have seen what consultative business development does to relationships and both my business & my clients’ business!”– S. M., V.P., TRANSPORT NATIONAL
And this is what happened as a result:
“… after having been in operations for over 15 years and I am learning so many new things…everything I am learning is on my mind before I ask or answer a question. I have been able to close two accounts and getting close to two others, and working to close an account that will be over a million dollars a year.” – Y. C., Regional Sales Manager
Increased Revenue is the goal
The goal of effective sales training is to shift the way we feel about the process and by doing so we will uncover opportunities and add value to our prospects and clients, which will result in additional revenue.
This is however something that cannot happen in a day or two. The reason why we work with companies who understand that sales is process and change happens over time is the same reason why Weight Watchers doesn’t promise that one will lose 10 pounds in a week.
Kudos to all the business leaders who provide an environment where their sales people are allowed to learn more, even when they are already successful.
There is nothing wrong with being more successful, slimmer and healthier!Tags: consultative sales, consultative sales certification, consultative selling, Sales, sales lessons, sales training