According to research published by Miller-Heiman, without the necessary reinforcement, more than 80% of the techniques taught in conventional sales training programmes have been forgotten or abandoned within a matter of weeks. Our opinion on sales methodologies is simple - it matters less which methodology you choose than how you embed your chosen methodology into the day-to-day way you do business.
We can help with that, of course, by ensuring that your CRM system reflects and reinforces your chosen sales process. But we can also help you create tailored programmes that enhance the skills of your sales people in ways that are specifically relevant to the markets you have chosen to address.
Most of our work revolves around improving the quality of the sales conversation. We help clients develop conversation plans that enable sales people to have directed, effective conversations with their prospects. We also recognise the power of anecdotes. It’s the way your top performing sales people (and your CEO, when they get involved) typically sell.
We not only provide the “fuel in the tank” to drive a solution selling approach - including conversation planners, qualification guides and anecdotes databases, we teach them how to use these tools to best effect. Every sales training programme we undertake is uniquely tailored, incorporates client-specific materials, and includes on-going reinforcement.
What sets us apart?
We can help you get the most out of your “solution selling” initiatives. We have a highly practical approach that puts tools, skills and processes in the hands of your sales people in a way that maximises impact and adoption. We could so the same for you.
Find out more
If you would like to find out how we could help you to enhance the practical sales skills of your organisation in ways that sustain long-term performance improvement, please contact us here or call us on +44 118 975 0595. Or you’re not yet ready to have a conversation, we encourage you to stay in touch by subscribing to our blog.