While we may not be as well-known as some of the name-brand sales training companies out there today, we are better than our competition in many ways. Here are a dozen reasons why:
- We start with an evaluation. The first step in our process for EPIC improvement in sales performance is a comprehensive evaluation of your salespeople, systems, and strategies. This evaluation identifies who should be performing better and what we must do to help your sales managers and salespeople reach their full potential.
- Our program is tailored to your highest priority needs. When it comes to sales training, one size does not fit all. The training we provide is built upon the results of your sales force and focused on the areas that will have the greatest impact.
- Our program is current. Many of the brand-named sales training programs that are currently being offered today were originally developed way back in the 1970s and 1980s. Back then e-mail wasn’t used, voice mail was rare, and the internet didn’t exist. Sales organizations need strategies for prospecting and selling that have kept pace with today’s rapidly changing sales environment.
- Our sales training draws on the best minds in the business. Our systems for prospecting and selling recognize the realities of doing business in today’s highly competitive, global economy. In developing our program we drew on knowledge and insight of some of the best sales minds in the world – people like Neil Rackham, Jeff Thull, Robert Cialdini, Michael Pantalon and the Miller-Heiman organization among others.
- We use systems for prospecting and selling. Successful businesses are built around systems. Systems save time, reduce mistakes and maximize effectiveness. Yet when it comes to prospecting and selling, many salespeople simply “wing it.” To be successful, companies must also have systems for prospecting and sales.
- Our systems for prospecting and selling are practical. Client Builder Selling isn’t a conceptual training program concocted in an ivory tower that sounds good in theory but doesn’t work in the real world. There isn’t a selling situation we haven’t encountered, and our practical, hands-on strategies and tactics have been tried and tested on the street to ensure that they really work the way we say they do.
- Our program is thoroughly customizable. Whereas some training organizations encourage you to be somebody you’re not, we show you how to customize our approach to fit your own personal style in the context of what you sell and who you sell to using our unique “learn it, apply it, do it” approach to training. By the end of our training program each participant will have developed their own customized, personal selling playbook.
- We walk our talk. Too often, trainers that deliver sales training have never walked in the shoes of the people they are training. As a result, they lack experience and credibility. The trainers licensed to provide Client Builder Selling sales training sell every day using the same strategies and techniques they teach their clients. This not only enhances their credibility, it makes them better trainers.
- We can deliver long distance training online. Many of today’s sales organizations are decentralized and spread out across the globe. Outside salespeople work from home and the sales force may only get together once or twice a year. To implement an effective sales training program, the training must be reinforced on a regular basis. However, this can be prohibitively expensive in terms of time and travel to pull the salespeople out of the field and bring them together for training. Fortunately, using the internet and the latest web conferencing and learning management technology we can deliver and reinforce our training online. Our online training experience includes role-playing and real-time questions and answers so that it is just as effective as a sales training session conducted “in-person.”
- We make sales and marketing simple. The Client Builder Selling process simplifies the sales process and puts the control in the seller’s hands. It gives business owners, independent professionals and salespeople a practical, proven, repeatable process for obtaining leads and turning those leads into sales.
