First, let's be clear about one thing. There's
no such thing as a magic bullet. The problems your people
encounter every day didn't appear overnight and they're not
going to be gone tomorrow. However, we do believe in equipping
them with the right tools to get back in the game quickly and be
more effective, more productive and more enthusiastic about
their work.
The sales skills analysis
A few weeks before our training session we
conduct a sales skills analysis for each trainee. This
comprehensive test assesses the salesperson’s abilities in 13 key areas including: approach &
involvement, handling & overcoming objections, ability to
close sales, ethics, politeness & courtesy, friendliness
& warmth, handling problems, ability to qualify buyers,
prospecting & cold calling, presentations, time management,
telephone technique and call enthusiasm. The test, which
typically takes about 45 minutes to complete, includes 50 multiple choice
questions with a total of about 360 possible answers. Given
responses to the questionnaire are then ranked by percentile to a random sampling of a
national database of 350,000 sales professionals. The resulting
analysis allows us to develop and deliver a training program
that is specific to this person's needs.
Small groups
Based on the
results of the sales skills analysis, we then group trainees with
similar areas of need together in small groups to
effectively target those areas requiring attention. Rather than have the trainer
"lecture" from the front of a large meeting room, a
small group of participants gather together with the trainer
(facilitator) in an informal manner. The training is conversational in
nature and each trainee is engaged as an active participant
throughout the entire process. Having knowledge of each participant's
true needs in advance (from the results of the skills
assessment), the facilitator can get to work right away
assisting each participant with their "targeted"
training. Since the other participants in the room will have
similar requirements, each will benefit from the whole of the
training. This method is far superior to subjecting your people
to an overwhelming amount of material, potentially over the
course of several days, only to have them utilize only those
aspects of the training that were of immediate benefit.
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