Fed up with 'generic' consultative sales skills that never get used?

Avoid These Top 5 Consultative Sales Skills Training Mistakes

Consultative sales skills can accelerate performance and profits in your workplace. But there are five common mistakes that most consultative selling training courses and workshops make. Take note of these so you can avoid them:

1. Just too much - typically a sales training course is packed with hundreds of ideas. No one can change their habits in such a disruptive way.

2. Lack of planning - no accommodation is made to help people change habits in a busy work schedule.

3. Lack of context - training has not been designed to help people where they really need help.

4. Internal processes don’t allow implementation - so much sales training is theoretically perfect, but the tools and will don’t exist to implement it.

5. No follow up - if those who manage the people who attend the training do not coach, measure and develop the skills of their people, then there is a rapid deterioration of skills.

Many organisations run consultative sales skills training courses to improve effectiveness and those 5 reasons are why they are invariably disappointed by the results.

Wouldn’t you prefer consultative selling training that is proven to work?

Consultative sales skills training that works because it:

• Requires the entire sales operation to support a process of developing people in the workplace to the point where they show a change in both behaviour and results.
• Only trains people on what they genuinely need to be more effective and it not a 'catch all' sales training course.
• Uses the latest research into real consultative selling - based on what customers want.
• Leaves your organisation with self sufficiency in assessing, coaching and developing sales people.
• Dramatically changes results – helps those who can perform better and isolates those who can’t, or won’t meet the standards that are essential and therefore will not hit targets.

The invisible damage of poor consultative selling

Do you have ‘sales lookalikes’ in your business? These are people who look like sales people, sound like sales people and dress like sales people. They just can’t sell effectively and never will. Recent work we have done with a range of clients suggests one of these people cost in the region of $700,000 per year, when you take into account their direct costs, the opportunities they burn and their performance versus their target.

It is very often difficult for business owners and managers to accurately identify ‘sales lookalikes’ and – more importantly – to know what to do with them. It is quite likely that their skills can be better used in a different role.

That is why Prosell runs consultative sales skills training in the workplace, tailored to your team and specific outcomes that you require.

RAC - Find out how Procoach^TM increased sales by 110%

Prosell's service is based on workplace accreditation, not classroom attendance. The bulk of our time is spent (in conjunction with your management) on developing people in the workplace.

This development focuses on the key skills needed to succeed in the business to business market. Training includes:

• Sales planning and campaign management
• Customer contact strategies
• Consultative selling – what makes you a trusted advisor
• Identifying needs in your areas of strength
• Strongly articulating your value proposition
• Negotiating the outcome
• Managing sales to a conclusion (avoiding drift)

Save your business the time and money of ineffective consultative sales skills training and 'sales lookalikes' by contacting Prosell today.