In the current business environment, organizations must have an edge. Motivation is simply not enough. The reps, in the store, on the phone or in person, need to be able to get more from each encounter. From finding the prospect to closing the deal, they need specific tactics and training that will garner immediate results and create ongoing success. Whether its prospects, customers or donors, here is where they will learn how to bring more to the bottom line.
Your team does NOT need motivation!
Your team needs to understand why aspects of their process work and why others don’t. The vast majority of good reps have no idea why they are good. They simply perform from trial and error, and instinct. This means they are rarely consistent in process and when a slump comes along, they have trouble reassessing what they do and repairing.
Another problem is that they cannot pass their strengths on to others. So, we tell the weaker reps to follow the stronger reps around and hope they “get it.” The strong rep says something like, “You gotta work hard and get people to like you.” Both of these suggestions are worthless to the weak rep, therefore this rarely works and we have to constantly replace reps or accept mediocrity.
Your team needs to hone a process based on real life tactics that encompasses and explain the current strong procedures, while slowly removing the weaker ones. This must be based on psychology NOT folklore.
Your team does NOT need Folklore!
Folklore is things like:
“People buy from people they like.”
This is only ONE MINOR aspect of the sale! How often have we heard, “I like you BUT…” To remove the “but”, we must provide more.
“Work harder.”
Again, this is a positive trait, but this is ONE MINOR aspect! Lots of people work really hard and do not find success. We need to work effectively to get the most from each encounter.
“Make sure you find their pain.”
This often backfires because the pain is linked to the rep (shooting the messenger). Then the target takes the reps suggestions and goes with someone else. Unless you are the only game in town, or so far ahead of your competition, this is a gamble.
“People buy what they need.”
People ONLY buy what they want! Needing it may be ONE reason that they want it, but it also may not be! How many times have you NOT bought something that you needed and bought something that you wanted?
Most training out there is filled with this!
Your team does NOT need a full day or two day course!
Your team needs to make REAL POSITIVE CHANGE. It takes a minimum of 21 days to change ANY habit. When your team does a one or two day course, they remember a story or two, a joke or two and they NEVER review their notes again. They are motivated for a week or so and then go right back into their old programs. Money well spent?
It is best to do NO MORE than 3 hours at a time! In addition, any course should be AT LEAST 4 weeks long (22 days from first class to last class) and should include homework and testing. Its best if the course goes over 40 days (8 weeks) since this increases the chance for REAL and LASTING positive change in your team.
Most trainers/speakers feel that, “Hey, I give them the data. If they don’t act on it, what can I do?” This is not how an instructor should think. It is the job of the instructor to “stack the deck” in favor of the student. If the attendee doesn’t act on the instruction, then the instructor has failed. Unfortunately, most trainers judge success by THEIR sales, not the ATTENDEES sales.
Your team does NOT need a bunch of tactics!
The problem with great tips is that most reps will have no idea when/where to use them! They love the idea, but without concrete context, they will remain cool ideas and will never be used.
Your team needs full context and then the specific details of each phase of their process. They need exact language adjusted to fit their natural speech pattern so they can comfortably deliver a message that will move their target. They need an obvious map that they can follow from the first contact to the close.
They will be able to adjust when they have trouble. They will be able to train new reps and they will be able to be more efficient and effective in each event.
Your team needs Neo-Sage!
Topics include:
Sales
Consultative
Telephone (in-bound/out-bound)
Retail
Fund Raising
Telephone
Mail/E-mail
All courses will be customized from the U-Based Sales process and will be at least 8 weeks long with workbooks, homework and online testing.
For a syllabus of the full course (which will be modified for your organization) click here.
Call for specific pricing and details.