How is your training different from anyone else?
Not all training companies are the same. Before deciding who to work with for your sales training needs, it pays to do a little research and select the training provider that will provide the best quality training and highest return on investment.
Here’s what makes us different:
We have designed our training programmes over a period of 10 years for a specific occupational environment (e.g. doctors, lawyers, engineers or accountants). We design our courses to meet the needs of non-salespeople who need to sell as part of their job and have little previous selling experience.
Training designed around proven selling system
We have developed an effective selling system using our many years of experience in sales and base all our training on this model. Our system is based on the “ladder of influence” principle, where every “yes” makes the next “yes” more likely. There are many conversion points in typical sales situations, including lead > appointment, appointment > customer, and customer > referrer. Our training ties all these conversion points together.
Market research opportunities
Our system promotes an approach that encourages the provider to ask questions and learn about the customer during sales transactions. This is different to traditional selling where the salesperson spends most of the time talking about their products and the customer listens.
This approach generates a huge amount of useful customer data and effectively turns every sales interaction into a market research opportunity. This data can provide insights into your customer base that will help you to develop more effective marketing communications and allows you to understand the motivations of your customers that are most likely to lead to conversions.
In order to effectively measure the results of training, it is important to evaluate your team’s performance prior to attending the training session.
For telephone sales training, we will ask your staff to make mystery calls that are graded on an instrument we’ve designed and used consistently across hundreds of companies. This grading system also allows you to compare results against other industries to see how your team measures up.
To evaluate skills before a personal sales training programme, we will organise mock appointments and ride-alongs, again scored on comparative instruments.
After training, we perform training follow-up evaluations on the same instruments, to determine what learning has occurred and to identify any gaps in knowledge that need filling with further training.
We monitor our client’s results for 12 weeks. During the first 4 weeks, we conduct weekly calls that are structured around the aspects that our client’s teams need help with the most, as well as individual and group problems that arise unexpectedly. In the following 8 weeks, we review weekly results and will make proactive calls if we notice numbers are falling below expectations.
Unique reporting system
We provide our clients with a full report that details both improvements in performance, and measurable business results such as increases in sales and increases in conversion rates. We can also isolate the effects of training from other influences on the business and perform ROI calculations to demonstrate proven returns.