How to Make Sales Training Stick
Time alone can't be the answer to expertise, it also must be about the quality of the time you put in. A concept called deliberate practice. It has four components: set a goal, practice with focus, get feedback and assess your limits then repeat the cycle and practice what you've learned.
One of the key issues with nearly all sales training is that, it's event-driven rather than programmatic. In today's episode, I'm going to share a multi-tier program to drive learning that you can practice individually, in pairs or with your team.
Let’s talk about practice:
Pain, Goals, and Values (PGV)
Reflect on Feedbacks
Whether you are practicing by yourself, with your partner or even with your team, it is important to identify your client’s Pain, Goals and Value. Diving into your customers’ pain points – specifically, what they are and how you can position your services as a potential solution.
Anytime you receive a feedback, take your time to reflect on what went well, what didn't go well and what you would do differently next time. The goal of feedback is to guide better action steps moving forward.
By observing auditory, visual, and physical clues as well as the prospect’s words, you can truly begin to understand the plight of your prospect and put yourself in the buyer’s shoes. The mutual understanding that active listening enables is one of the best ways to earn and keep that trust throughout the sales process.
Learning is a method that must be continually strengthened. That's why you always evaluate your limitations and then exercise what you've learned again and again.
Mentioned in this episode:
The Sales Process You Need to Win Big Clients
Finding the Pain, and How Deep It Is
Establishing Goals With Your Client
Value Based Selling Done Right
Creating Winning Sales Proposals and Sales Presentations
Sales Account Planning For Complex Sales
Addressing Objections and Talking Money
Negotiating Price, Don't Negotiate Price
SDS Podcast Training Tools
How We Learn: The Surprising Truth About When, Where, and Why It Happens