outcome selling: why sales training does not work anymore
DESCRIPTION
Outcome selling is the idea system for sales success in the new business economy.Here Nic Hallett the MD for Excel Enterprise tells us why.TRANSCRIPT
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