Excel EnterpriseWhy Sales Training Does Not Work

Anymore

Nick Hallett

Why Sales Training Does Not Work Anymore

• Google search bar with Sales training in

• This is a popular search term and not surprising with a global recession still impacting the profitability of companies.

Time for Change

• A classic thought...sell yourself out ofrecession

• This is partly true...however to be successful in the new economy,

Sales Training Needs to Change

Savvy Customers....

• Customers are more aware of products and services they buy.

• 90% of customers will check you out online before they buy.

• Question ....Are your sales team flexible enough to deal with this?

Old Way To Sell

Tell Them What You Are Going to Tell Them

Tell Them

Tell Them What You

Have Just Told

Them

Close

Traditional Sales Programmes

• Most traditional sales programmes have a list of things “to do” to the customer ....in a specific order too!

• A• B• C• D

Today's Savvy Customer Wants More Than..

Excel Enterprise

Ask a few questions

Ignore answers

Talk about Product

Introduce Self

Leave

Ask for business

Time for Something Different..

• How about a focus on Outcomesrather than Objectives....a subtle distinction.

Visual from webinar

Objectives vs Outcomes

• Objectives focus on a set goal

Where as

• Outcomes revolve around the end result

You can already see how this immediately introduces flexibility

Change of Focus

• Now the focus of Sales Training moves into getting tangible results.

• The sales person is more engaged with the process

• Is accountable for the end result

What do you want Your customers to experience?

• Outcome Selling• Group Selling Skills• Versatile Sales Strategies• Selling Skills for Reluctant Sales Professionals• Coaching & Managing Sales Performance• Pitching for Business• Challenging Performance

Workshops for Sales Professionals

World Class Training & Development

• Delivering success for over 25 years

• Over 120 Clients

• Across 24 countries – in 8 languages

• Average satisfaction rating of 93% in last 3 months

Training solutions for sales professionals

Get In Touch

To Contact us visit our interactive website

www.excelenterprise.co.uk

Excel Communications (HRD) Ltd, 45 West Street, Marlow, Buckinghamshire, SL7 2LS

tel:            +44 (0) 1628 488854