A formal sales training program has long been an idea. At any bookshop, there are so many books on sales training that your head might spin in. Thousands of “how to sell” lessons are accessible for free on LinkedIn and YouTube. Approximately 1000 universities offer undergraduate sales programs.
Most sales training programs and materials have a strong emphasis on the fundamentals of selling, including how to set up sales calls, ask open-ended questions, assuage worries, and win trust. We believe you should hire people who are already knowledgeable about the fundamentals of sales given the quantity of information on these topics available.
When it comes to further sales training for their existing sellers to close sales gaps, most organizations stick to the basics. Results are frequently disappointing when experienced salespeople receive basic sales training. Disgruntled sales leaders will bring in a separate provider for other essentials though it’s most likely that these are the same packages, only the acronyms change.
Are the principles of selling crucial? Yes!
Is it required to reread them? Certainly.
Do they require mentoring? I have no doubts.
Should you invest in sales training that isn’t specific to your field? No, we don’t believe so.
How so? It’s a waste of time and money that generates terrible results. Employ salespeople who are familiar with the company’s fundamentals. Allow front-line sales managers to use sales enablement to enhance their sales abilities.
The concept of “power sales training” was therefore created for this. At Pearl Lemon Sales, we are experts and our power sales training courses, which are customized answers for each client, really do work (our client testimonials are proof).
Power sales training is similar to power training in other sports, music, and medicine. Consider the game of football as an example. Players begin learning the foundations of football in the 5-year-old leagues, including positions, ball handling, strategy, and primary runs. However, these foundational abilities are far from sufficient to secure a spot in the starting lineup on Sundays (or even Friday nights).
To master football, you’ll need solid fundamentals to handle all of the nuances of the game. Players should constantly be reminded of the basics and should practice them frequently. On the other hand, professional athletes combine these fundamental talents with higher-level competencies to carry out the right play at the right time.
In football, the pros use a number of coached strategies to succeed in a range of game situations. Their power training focuses on combining a variety of abilities and tactics that are relevant to the realities of the game.
Power sales training is remarkably similar. The power sales training at Pearl Lemon Sales is based on a combination of four sales effectiveness elements:
The idea is to combine these elements with context.
Sales fundamentals are usually taught in a vacuum. For example, many sales training programs are solely focused on product knowledge. They might also simply educate on how to ask smart questions and repeat value claims. To return to the football analogy, memorizing a receiver route from the playbook isn’t enough. What matters is that you practice running that pass in the right game setting. In power sales, the same is true.
Power selling begins with context and works backwards to determine what is required for a successful customer connection. The context should be a specific selling scenario, including the elements of a deal or customer encounter that salespeople must consider.
The more valuable you are to the salesperson, the more specific your context should be. Teaching salespeople how to conduct a discovery meeting with a CFO, for example, is useless. Your power sales training should offer more context for the buyer’s position. The goal is to create a realistic scenario. Take into account the following:
What is the purpose of the meeting for the seller? Salespeople can no longer simply ramble on in a discovery meeting without stating their case. The meeting might be beneficial for the seller, but if it doesn’t happen, the buyer will have wasted their time.
You’d be right to assume that this sounds like a role-play. On the other hand, savvy selling involves a lot more. Power sales training teaches salespeople how to use a potent trifecta of action, messaging, and content. Power sales training concentrates on typical selling situations, imparts essential skills, and guides efficient execution.
If done correctly, power sales training will provide your salespeople with the ability to recognize, pivot, and play. Ordinary salespeople will become selling superstars as a result.
Power sales training does sound more complex than traditional sales training. But in today’s market, can a group of Pee-Wee all-stars succeed? Or do you prefer to be in charge of a group of talented athletes?
No one ability, knowledge, communication, or element of substance is sufficient in the most challenging sales transactions. By combining these elements and carrying them out at the appropriate time, value is created for the client, and the deal is closed.
The objective is to create a training program for the entire sales force, even if your most experienced, top-performing sales reps already do this regularly. Your game-winning system is built around practical sales training.
Contact us to learn more about how you can leverage our knowledge and skills to design your own system using power sales training.
Our power sales training program will quickly get your salespeople game-ready, resulting in bigger wins for them, bigger wins for the team, and eventually a significant increase in your company’s bottom line.