Behavioral Sales Development
We Develop In-House Customized Sales Training Programs specifically for your industry and your company.
Unlike rowing, selling is NOT a synchronized methodology. Each potential client has different needs, different ways of looking at issues and solutions, varying types of behaviors and ways to communicate.
Our Behavioral Sales Development System trains sales reps to handle a variety of behaviors, needs and solutions that will make your team succeed more frequently and being more collaborated and consultative in the clients mind.
We teach sales personnel to be top performers through understanding how their communications skills bring clients to the negotiating table rather than chasing them to your competition.
When hiring sales personnel we sometimes mis-read certain behaviors or not recognize behaviors and what those impacts may have in their future performance. Many times their performance or lack of success aren't identified as a result of their behavioral impact with your potential or current client base. Most times management may focus on activities, systems and effort as the only measurable ingredients for sales reps to be successful. What we may not recognize, is the person's communication abilities, which typically falls under their behavioral traits.
NATURAL BORN SALES EXECUTIVES
From “natural ” to “professional sales ability” takes on-going training
Anyone who has worked in sales for a few years has most likely gone through some sort of sales training. If you’ve worked for several companies, you’ve gone through a variety of programs from different vendors for “off the shelf” selling systems, where the process is the same and can be used for any product or service.
During and right after the training (usually a week) there is a genuine excitement of the things that were new to you, or gave you insights that you hadn’t seen before. However, within a short period of time, memories fade, you don’t have, or make the time to review what you learned and soon, everything is back to normal. We believe in training.
We think the professional sales people are similar to professional sports. Professional football, basketball, hockey, golf, etc. players practice. A lot. Even during their game, they call time-outs to review and are reminded about what they must do to win!
Most professional sales people and management think that they are “natural” salespeople. That training is a complete waste of time, or not necessary! I’m sure some athletes feel the same way, but guess what? If you want to be successful, you have to practice. Even with all their “natural abilities”, athletes need to continue to practice, review and practice again.
Our Behavioral Sales System offers a real solution in developing a specialized system specifically for your industry and company. We develop your employees and establish on-going training within your own organization by training trainers within your management. Making your organization self sufficient in the on going training that is a requirement for any successful sales organization!
Our Focus is learning how we communicate with your customers who have different needs, different behavioral attitudes and communication processes.
We teach how our own behavioral attitudes effect the outcome and reactions from your potential and current customers.
We teach and emphasize the need to ask the right questions and to listen without jumping in and selling too early!
We teach how to be more of a consultant rather than just another sales rep. Teaching your people to become partners by understanding what the clients needs are and why they have them.
We teach how to present a real solution for your potential clients that moves the client more confidently through your sales process.
We teach how to handle objections a client may have and not to run or turn away from perceived stumbling blocks.
We teach how to close and then maintain customers.
Most importantly, we develop your own staff how to continue the training so that the initial training doesn’t lose its impact.
Our Proposal will identify the service we will provide to enhance your results, to both the top and bottom line!
Finally we offer any needed on-going coaching through our Focal Point Private Coaching Program to review your progress and challenges.