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Great Training = Great Employees!

Great Training takes practice and knowledge of human performance improvement principles. Your job is to evoke a knowledge transfer that makes an impact to specific business results that are measurable and defined.  But, not everyone listens to you. (Surprise!)

Here are some solid, human performance principles that you can incorporate into your training regardless of your curriculum that will encourage and motivate anyone. 

Learn to be a Problem Solving Expert!

Solving Problems

According to the World Class Selling book “New Sales Competencies”, Solving Problems involves “Creatively bringing new or alternative perspectives forward to overcome difficulty or uncertainty.”

How do we make it easier for you to manage solving problems? Let’s break it down to a manageable effective action.

Sales Closing: NO PAIN. NO CHANGE.

Sales Closing: NO PAIN. NO CHANGE.

Decision Makers know why you are there. You are asking them for time, or money in the form of “solving their problem”. Buyers are conditioned to automatically resist you as you “ask for the sale”. There is intense pressure to “make a decision”.  The ONLY way buyers will buy from you is if they have verbalized their painful problem to you, and have acknowledged that your solution will help them regardless of the money or time it takes to get it solved.  Buyers buy because you have made them verbalize their PAIN. They will do anything to avoid it!

LOSING SALES? “Pull-Out” of the game and win!

LOSING SALES?

PULL out of the game and WIN!

Here is one of the most powerful closing techniques to get a prospect to MOVE and make a decision or give you their true reason for not buying.

It is called “pulling” (as opposed to “pushing”). This psychological closing method scares the heck out of most sales people because it is such a brave technique and will threaten your sales prospecting comfort zone if you are not totally confident in your sales ability. It takes a lot of guts.  Master it, and you will develop an ACE transferable skill that will pay you handsomely!

Access New Sales Tools!

Sales People need good sales tools. With the introduction and success of iPhone applications and Social Media Networking sites sales people have a tremendous edge now in uncovering hot prospecting opportunities, and real time business intelligence that can help them get involved in target marketing for more business deals. Selling Power.com has a great article on how to add some of these prospecting sales to your game strategy. You can find new ways of approaching the marketing differently. Sales people are always looking for ways to be more creative in their selling style and making their job more interesting when dealing with people in their sales territory. One of the nice things about accessing new industry specific business intelligence is sharing it with other clients in the industry that may not have that information. Here is an opportunity! This is a great way to bond deeper with new prospects or existing clients when communicating with them. They are always interested in new information that can help them solve more problems, especially when that data comes from experts in their line of business.