SO, YOUR SALESPEOPLE THINK
Most salespeople regularly attend training, and motivational speeches to improve their sales, Although there might be a slight boost in sales afterwards, the effects fade too quickly.
For intermediate to advanced salespeople, these programs are often repetitive. They really HAVE heard it all before. In fact, programs that reiterate basic sales techniques to bring the poorer performers' levels higher don't consider that seasoned sales professionals must endure the same messages time after time. By keeping them in basic training, serious consequences can occur.
NEGATIVE IMPACT OF REPETITIOUS TRAINING.
Making pros repeat the basics implies that their performance is substandard. It also creates the impression that the job doesn't offer room to advance skill level-and the lack of a challenge generates boredom. The result is a negative attitude toward all training.
Since engineers do not repeat basic math, don't make your best people repeat basic sales training.
THIS IS ADVANCED SALES TRAINING.
Advanced Communication Training is for seasoned sales professionals. It will not conflict with any prior training. It simply teaches salespeople to focus on the buyer and how to interact more effectively. This is challenging information that will fuel their professional growth for life.
NOT JUST ANOTHER "FEEL GOOD" MESSAGE.
Hal Slater provides insight into buyers and how to affect their beliefs and actions. Unlike typical motivational programs, Hal provides real-world, practical sales expertise, and deep insights into the individual's buying process. This allows the salespeople to use their natural, familiar style and make only those changes that increase performance.
CREATING HAPPY CUSTOMERS.
In a survey of 10,000 customers, the American Marketing Association discovered that 63% of customers would not buy from the same vendors again. The number one reason cited was that ".-the salesperson lacked empathy and understanding of the buyer's needs."
Salespeople who really understand their buyers create more trusting, happier customers-and happy customers will return and refer others. This reduces the substantial investment of time and money in lead generation and initial contacts.
The best approach is to teach salespeople to understand what the buyer needs. This will increase the volume of sales during initial contacts as well as return business and referrals.
When top performers learn advanced skills that lend deeper insight into each person's buying process, they will increase sales performance and customer satisfaction. This, in turn, will reduce the investment required for current and future sales.