When is the last time a sales training organization offered to let you participate in a full scale version of their training so you could evaluate it before you committed to buy?
I am guessing no one has ever made you that offer, but I’m going to.
So what makes a telephone sales training program great?
- That the program was designed to change behaviors not present a fixed content
Most telephone sales training is driven by a fixed set of content developed by the trainer. This content may or may not with the most common errors salespeople are making.
- That the content of the program focuses on “telephone sales” content and doesn’t simply repackage classic sales theory
Most telephone sales training programs don’t cover key subjects like communication and the key differences between the telephone and in person sales effort.
- That the program attacks the actual errors being made by sellers in real time
A program that operates primarily on a tactical level that focuses on the actual issues in today’s calls gets immediate results and typically better results as these errors will likely naturalize the gains any new techniques produce.
- That the program documents the corrections in a way that management can continue to coach them
Most importantly is the fact that without follow up results almost always leave within weeks of the training. It is not practical for companies to keep a training organization on retainer — management must be able to continue what was done. The problem is that most training models don’t empower managers to do this.
Because my program is so unique I have created a Pilot Training Program you can test drive with NO risk.
The program consists of 5 sessions run similarly to the standard training (There are some minor differences due to time restraints.)
There’s no contract, no payment, and no risk to you. If you’re not completely satisfied after the first two sessions we will stop the pilot and you pay nothing. To read the details please click here.
And there’s a huge bonus that is a by product of the structure of the sessions.
Because of the way this telephone sales training program operates you will literally get a “mini skills evaluation” of your team.
The sessions work with live calls and engage salespeople in critical thinking about their selling activities. These two things produce a powerful birds eye view into the real issues in your team’s selling efforts.
I assure you it will be obvious after two sessions that progress is being made.
Example of the Actual Results Obtained From a Recent Pilot
Here are just some of the items found in a pilot run with one of my clients. Remember that each of these items results in corrective documentation and training material that the manager can use going forward to coach or retrain the sales team on these items. Many of the corrections you experience in the pilot may be specific to your sales process and products.
These are the non optimum behaviors discovered in the pilot program.
- Poor or weak process for selling evaluation units
Resulted in a draft for the selling process for selling these units
- Improper or weak closing of the call, poor next step
Resulted in a best practice sales process document* (*The sales process document is a “script on steroids” description of the actual segment of the selling process. It can be used as a guide for sellers during their sales presentations, a tool for management to collect best practices and as a coaching and training tool.)
- Weak questioning of partners for the purpose of driving business
Resulted in a draft of key questions reps should ask partners
- Weak voice mail messages
Resulted in a training discussion about leaving messages
- Inefficient handling of a non registered product
Resulted in a draft best practice for handling this situation
- Poor use of “voice” in presentation
Resulted in a training piece being presented in one session
- Beating around the bush on critical questions
Resulted in an in depth training discussion
- Handling “negative” price situation to make rep look good
Resulted in and in depth training discussion and best
practice for handling this issue
- Lack of or ineffective qualifying
Resulted in a discussion, and this item being schedule
for future attention.
Each of the above items will eventually result in a sales best process document and training piece.
Here is a testimonial from the CEO of a company where this whole process was executed fully for the purpose of improving sales results.
Testimonial
Here are the words of the CEO of a company where these telephone sales training strategies were used in full.
“When I hired Flyn to help me bring our sales team to the next level he said he will double our sales in 6 months. He achieved this goal in 30 days. He brought new ideas, strategies and methods that were revolutionary, and worked very effectively for us. He is the best telesales expert I have ever worked with.” Gal Almog
What Gal doesn’t say in this recommendation is that in the third month we had moved to about 285% of original revenues.
In this case I was more than an external trainer – I was responsible for “sales performance” as an interim manager responsible only for sales performance and spent 25-30 hours per week with the team.
This result is typical for teams I managed directly, Logitech 300% in 8 months, GoldStar start up computer sales to reseller group 30% better results that the other 4 equivalent teams — but my group worked 6 versus 8 hours each day.
You have nothing to loose except some bad habits.
Here’s one other valuable thing you will receive in this process. Even at the end of the two sessions sales management will have a much clearer understanding of the real quality of the sales calls being made by the team. In the above pilot the VP of Sales realized that even his best person in the group could be doing far better that he was.
Knowing what your potential is, and seeing a clear method for achieving it is invaluable. This program will provide that knowledge, even in the first couple of sessions.
Call now to schedule your NO RISK Pilot Training Session — 408-296-6880
