1) How long before we start seeing results? I equate our program to buying a gym membership. If you use it, you will begin seeing obvious results within the first 30 days. We have attendees that start using elements of the program the next day and report anecdotal improvements. You will see demonstrable results in your primary selling metrics within 30 days.
2) Our salespeople are experienced - do you really think they can improve? Most salespeople never receive any type of formal sales training (i.e. 2/3rds of all college grads enter the sales profession, less than 1% of colleges have a curriculum for selling). It has been my experience that most salespeople feel like the Lone Ranger, that they are alone when it comes to making it happen. I believe that explains why they seem to act like a sponge in these workshops. We talk about the real stuff they have to deal with everyday. Not only do we understand it, but we have uncovered the principles that explain why their customers behave the way they do. More importantly, we give them the tools that will enhance their sales.
3) Should we do sales training now or wait until the economy improves? Delay the sales training only if you plan on discontinuing the sales effort. The business is out there, it is just much more competitive than before. This does not mean you have to beat everyone’s price, it means that you have to put better sales people in front of the customer than your competitor does. It all boils down to who has the most persuasive sales person . . . that is who is awarded the business.
4) What will our people be able to do after the training that they cannot do now? Many of your salespeople will respond to some of our teaching that they already do it – they just didn’t know what it is called and they don’t do it every time. So, part of what we do is give them the language of what they are doing & bring a consistency to that which works. Most salespeople know when they had a good sales call, they just don’t know what they did that made it such. We break it down, explaining how persuasion works and exactly what they need to do to get the results they desire. The first thing you would notice, if you were observing your salesperson in action, is: how much better listeners they have become, next – they are much more deliberate about how they are approaching the call, they will talk less and yet be more in control of the call, you will witness customers treating them much more as a “think-partner” than a salesperson, and finally, you will be impressed at their ability to give a persuasive presentation.
5) Who is this class for, the beginner intermediate or advanced salesperson? Yes, all 3. The way the program is laid out, we are able to take any level of salesperson and help them become better. They will not all leave at the same level, but they will all get better from where they started.
6) Why should we not just train the “underperformers” and not put everyone through the training? First, it has been my experience that the salespeople attending our program are thirsting for this type of teaching. It's like they have not been fed for quite some time . . . usually because they have not. Most people desire to get better, it’s just that many do not have the discipline or take the time to get better (i.e. 55% of Americans never read a non-fiction book, cover to cover, after graduating from high school). Many companies force-rank their sales force: placing 20% in the top echelon, 70% in the middle, and then the bottom 10%. Only investing in those that have proven to be the worse investments thus far (i.e. the bottom 10%), does not result in the biggest pay-off. The top 20% have already proven that you get the best ROI (return on investment) by investing in them, why exclude them from getting better. Second, the masses lie in the middle 70% of performers, this is your backbone . . . you would have to move the bottom performers 200% for every 3% you move the middle - to get the same overall results. This program provides your sales organization a methodology for selling. If you only train the bottom 10%, you will not make this program part of your culture and even the bottom 10% will not benefit as much as they would otherwise.
7) How do you make sure that the training is retained? This seems to be the biggest question that the leader has . . . and rightfully so! 87% of sales training is lost within the first 30 days without some type of on-the-job reinforcement. However, 90% of the people being trained & supported with metrics and on-the-job coaching show a 40% improvement in their sales goals 1-year after the training. We stay with each workshop team for 12 weeks after the initial training to make sure that they execute on the new learning & not get stuck. Here is how it works: after the “live face-to-face workshop”, we meet every other week (for approx an hour) for 12 weeks via a GoToMeeting format. Everyone calls in and all attendees can see the instructor’s computer screen. We have developed the 3 leading indicators that we have proven deliver the desired sales goal. We hold everyone accountable for these lead indicators and coach them up in areas of needed improvement.
8) Why should we outsource sales training when we already have a training department? Experts agree: keep your product training inside your company but outsource sales training. We give you specifics of what to look for and the benefits of using a Sales Training Company under the Selling Resources tab - Choosing a 3rd Party Sales Training Company.
9) What makes Program on Persuasion any better than the other training companies? Your customers base their decision on emotion & then justify it with logic. We are the only sales training company focused on moving customer’s emotions & training your sales force on how to trigger those emotions. If you want to make minor incremental improvements work on systems, but if you want to make quantum leaps in performance work on paradigms. We start by uncovering how customers actually make decisions and it’s not what your sales people have been told. It requires a shift in paradigm. That’s what paradigms do – they serve to explain and then to guide us. Once your team sees the new target, we give them the triggers and the tools to hit the target . . . to move the emotion. When people understand “the why” behind that which we are asking them to do, they don’t take shortcuts.
10) Do you only train companies that are in the paint & coatings industry? We specialize with paint & coatings companies because we already speak their language. It is important to gain the credibility of your audience & tackle straight on the question that is on many their minds . . . will this work in our industry. When the consultant demonstrates an expertise in their industry, credibility is achieved. However, we do train in industries outside the paint industry, but before we do, we take the time to understand the industry and the associated challenges.
