Google \u201cSales Training\u201d and you will find over 3 million returns; each\u00a0promising to improve your sales numbers.\u00a0 Some carry prestigious sounding names, others rattle off statistics and some broadcast client lists so diverse, you have to wonder what they have in common.\u00a0 I don\u2019t know about you, but I don\u2019t believe selling in our industry is the same as selling waterbeds, storm windows, cell phones or banking services.\u00a0 Our business is different.\u00a0 I call it the \u201cKnowledge-based Sale.\u201d\u00a0 We provide a little piece of \u201cwhat we know\u201d with every box that goes out the door.\u00a0\u00a0 I don\u2019t mean to demean my friends who work in other industries, I just want to establish how the selling process in our lives is different.<\/p>\n
For one thing, the sellers know more than the standard features and benefits of days gone by.\u00a0 It\u2019s not enough to know our product; we must spend time understanding our customer\u2019s application of our product.\u00a0 Rather than detail the product, we advise our customers on how to solve their problems.\u00a0 For our best customers, we understand the financial implications of our solution.\u00a0 All of this takes time and effort, so we need to carefully select the right customer early in the process.<\/p>\n
Make the wrong decision, select the wrong customer type, and you risk losing money.\u00a0\u00a0 In my mind, the worst mistake that we can make is to allow someone to commoditize our offering.\u00a0 When a salesperson races back to the office and says, \u201cThey told me I can have the order.\u00a0 All I need to do is match the lowest price on the planet and still deliver our world class value.\u201d\u00a0 You lose!\u00a0 Knowledge-based sellers must spend time building processes that grow their profits, not just their top line sales.\u00a0\u00a0 Our unique approach enforces this critical point.<\/p>\n
No two sales training sessions are the same.\u00a0 Our individual approach helps to better understand the issues ahead of the class.\u00a0 We invest in your team before we set foot into a conference room.<\/p>\n
Prior to each session:<\/p>\n
Learning about issues in advance is important.\u00a0 Interviews helps discover what is working and what needs improvement.\u00a0 Building rapport with your team also helps us learn about individual personalities and how to better coach them.<\/p>\n
Who are your customers?\u00a0 What issues are they facing?\u00a0 Why do they come to you for solutions?<\/p>\n
Your sales leadership has their own thoughts on issues at hand.\u00a0 We compare things like future direction, targets customers, major competitors and sales partners.<\/p>\n
Our sessions are smaller.\u00a0 Classes are limited to no more than 12 people.\u00a0 While large \u201cstadium act\u201d training has its place, individual attention is impossible.\u00a0 We want time to answer questions, lead meaningful discussions and create total buy-in.<\/p>\n
Our training is more than a one-time event.\u00a0 A series of follow-up calls is scheduled with each attendee.\u00a0 We hold them accountable, we coach, we work through issues and reinforce the skills taught.\u00a0 Our work is never done.\u00a0 We encourage those who attend our sessions to pick up the phone and call \u2013 even months after the formal training.<\/p>\n
Does all this take longer \u2013 you bet. \u00a0But, it\u2019s worth it.<\/p>\n
While your specific topics will vary, this list will give you an idea of the possibilities:<\/p>\n
Frank Hurtte brings years of \u201cin the trenches\u201d selling experience.\u00a0 He has led and developed sales teams for dozens of companies.\u00a0 These teams had one thing in common; they were knowledge-based sellers.\u00a0 If asked, many of River Height\u2019s clients wouldn\u2019t consider themselves to be \u201csales people\u201d.\u00a0 Instead, they might tell you they are engineers, technicians, mechanics and software developers who help customers make the right decision.<\/p>\n
Frank Hurtte is the author of The Distributor Specialist: Customer Champion, Profit Generator!<\/u><\/em>, Tele-Sales Prospecting<\/u><\/em>, Target Driven Sales, The Distributor\u2019s Annual Planning Workbook, aThe Distributor\u2019s Fee Based Manifesto, Plan on Breaking Through: Customer- Based Strategic Planning for Sellers<\/u><\/em>.\u00a0 As a thought leader in the selling world, he has appeared in Customer Think, The Electrical Distributor, Marketing Profs, Industrial Supply Magazine, The Electrical Wholesaler, Distribution Channel Magazine, Progressive Distributor and scores of other publications.<\/p>\n The best way to get started is to give us a no obligation phone call. \u00a0We would love to chat about your team and your current situation.<\/p>\n \n\nGive us a no obligation phone call<\/em><\/strong><\/h3>\n