OUR SERVICES
Sales Training And Coaching
Our consulting and coaching services guide your team in making the right decisions quickly and confidently, ensuring they are always prepared to take the best next action.
Helping salespeople develop the skills to succeed in real-world situations.
What We Offer
Sales training and sales coaching are beneficial when process standards have become stale or have not yet been developed. Strategies and tactics are different across different sales teams and people. Often, in both new and mature companies, we find a niche that makes us feel like our product or service sells itself for a period. Developing standards around sales processes and practices did not seem necessary. A dedicated sales focus seems unnecessary since showing the product or service does the trick. Unfortunately, successful offerings quickly attract competitors or copiers who aggressively sell to your customers. Salespeople must work smarter, and without a standard set of processes and tactics, they struggle to stave off the competition.
Sales training programs and sales coaching help us to capture how we have succeeded, add new disciplines to further enhance sales, and document the whole so all sellers can excel whether seasoned or new to the team. We learn skills important to success such as:
- Uncovering both business and personal needs of decision-makers and influencers
- Educating decision-makers and influencers on new, innovative solutions
- Navigating complex organizations where unusual influencers must say yes.
- Traversing environments where the incumbent seems locked in with key players.
- Handling objections both real and contrived.
THE FIVE ABILITIES®
Sales Training Programs
The Five Abilities® sales training programs focus on real sales situations shared with us by your salespeople. Our sales training courses and sales coaching are customized to address the blockers that your salespeople tell us are keeping them from being optimally successful.
The Five Abilities® sales training workshops use your sales challenges, so your people leave the workshop having found solutions to their current problems while learning new, repeatable strategies and tactics. They leave better equipped to analyze and resolve current and future sales issues.
After participating in The Five Abilities® sales training and coaching workshops your people will be equipped to:
- Identify and execute the best next action needed to win the sale.
- Deliver a 30-second value proposition that sparks the curiosity of prospective customers.
- Engage in a 3-minute conversation that results in a meeting with prospective customers (e.g., the elevator pitch)
- Design and deliver a 30-minute presentation based on what the customer wants to buy.
- Move the customer to close without the hard sell.
Contact us for a free consultation to learn more about this service and how we can provide a holistic approach to improve your business’s performance.
FAQs
We look forward to helping your people sell more with The Five Abilities® B2B sales training program.
How is The Five Abilities® different than any other sales process out there?
A typical process includes the steps on the way to closing a sales. A typical process follows these general steps: prospecting, approach, presentation, objection handling, trial closing, objection handling, revised closing, agreement, and post-sales support. The Five Abilities® sales framework enhances the process by emphasizing the five things customers look for when choosing with whom they will do business. It is these five things you must achieve to meet the customer’s needs thus leading to winning the business.
Is reading your book enough?
Reading and digesting the book will make your people better. What I have learned after more than thirty years in sales and sales management is that salespeople use books as refreshers or reminders. They turn to the text when faced with a problem they know is addressed in by the framework or process the book represents. They seldom read books without first experiencing positive exposure to what is in the book. The Five Abilities® sales training and coaching purposely uses real-time sales challenges, chosen by salespeople, to drive home the habits in The Five Abilities® and to move them forward in a sales situation where they are otherwise stuck.
Do sales managers become better coaches for their people, after learning The Five Abilities® sales framework?
Yes. Effective sales coaching evaluates the salesperson’s situation on more than just where they are in the process. It evaluates where the salesperson is blocked due to the objections of decision-makers and influencers. Objections always surface in one of the areas called out in The Five Abilities® sales framework. Our teaching is based on common sense and therefore is repeatable for sales managers, mentors, and peers who your salespeople count on for advice. The Five Abilities® is not rocket science, but a former HP executive referred to it as “simple and clever enough to be remembered and used.” That is the goal of our sales training.
