Excel Enterprise

Why Sales Training Does Not Work Anymore

Nic 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 of

recession

• 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 Outcomes

rather 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