SELL without Spin
A customised “behavioural change” programme, available as workshops & coaching
More sales training is a waste of your money. This workshop is about getting the sales training your people have already had to work. The problem isn’t that sales people are untrained, its that they are not applying the training and falling back into comfortable (bad) habits within 2 weeks of their course.
The difference in this workshop is that its research-based, it trains what works in New Zealand – which is different to what works in America, and its based on giving you behavioural change not information.
In a recent survey we did in New Zealand, prospects we interviewed told us that in their view “90% of sales people don’t listen.” However 100% of sales people will tell you that they do. Unfortunately for your sales team, since it’s the customer that writes the cheque, the customer’s view is the only one that is relevant.
This might not be what you want to hear, but what we’ve found is that winning sales is like winning rugby: until you’re expert at the basics – there’s no point trying to do a fancy dive over the tryline. Most sales people make the mistake of thinking they need the latest hi-tech “closing techniques” – but this is not what your customers and prospects you are trying to sell to are telling you that you need.
All-too-common experiences of prospects include the sales person:
- going into “sales pitch” mode – which comes across as an insincere departure from the way people normally talk
- talking about their product, before fully hearing what is needed
- not doing the right research on who they are about to talk to before walking in the door
- failing to amend aspects of a proposal in ways which show they were listening
- not providing evidence that they’ve heard any of what the customer/prospect has said during the meeting
- unconsciously pressuring someone to make a decision before they are ready
- not being upfront about the limitations of the product (forcing them to research the limitations themselves)
Of course, this is feedback that most customers and prospects will never give to a sales person’s face. To earn the right to hear direct feedback, you generally need to have a good (and frank) relationship them. Yes, we see the irony here!
So how is “Sell without Spin” work?
“Sell without Spin” is based on the fundamental premise that to consistently meet ever-increasing sales targets today, you must
1. As a sales professional, measure and evaluate “what you do” – not what you know
2. Be 100% transparent
3. Chat in a simple, plain-English, no-jargon way that you might with a trusted friend
4. Accept that if you want to be a top performer, you need to continually practice the basics. After all the All Blacks don’t say “I already know how to catch a ball” between matches. And if they did, you could imagine the result it would have.
5. Eliminate all behaviours that trigger the “this is a pitch” response from your prospect
6. Start seeing sales as the outcome you get – not the “thing you do”
7. Not only listen like you have never done in your life, but learn how to show evidence that you’ve listened
Who we are, and how to engage with us:
We are not experts on making fancy marketing brochures.
We are not going to talk about the success of the programme here. We don’t yet have enough of a relationship with you for you to believe what we’d be forced to write. But when it comes time to hear that, we’ll put you in touch with others who’ve done our programme who can do that.
But if you want
- lasting behavioural change in sales teams,
- measurable increases in sales revenue and
- higher customer satisfaction ratings
- that’s right up our alley, so lets start a conversation.
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