Several things about selling are still terribly exciting to me. One of them is effectively using Sales Questioning skills to land a deal. Another is seeing the moment when salespeople realize that they haven’t just gotten a little better at their job, they have made a quantum leap in sales performance. They have learned something transformative. They have gained sales capabilities—and earning potential—that will change their lives. They have become different, and they know it…
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The following Sales Training Courses and Certification Programs can be customized and integrated easily within your own industry and sales application. All packages are available as Student, Coach and/or Instructor Materials. We focus on the key Sales Skills that have the greatest impact on increasing sales productivity. Prior to participating in these courses, we encourage each student to take our Free Sales Skills Assessment. This skills assessment measures current ability in using these selling skills and provides a basis for measuring growth and training ROI.
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Most salespeople are aware of why Questioning Skills are important to their jobs. Not that they actually ask the BEST sales questions, mind you, but they know that they are supposed to question customers in order to find out whether the customers have any pressing needs for which the salesperson’s products and services might provide solutions…
Effective Sales Training Programs transfer knowledge into application. They are focused on the right selling skills. Effective sales training programs are comprised of four vital elements: Motivation, Reinforcement, Retention and Skills. Find Out How Each Element Builds Success.
A client will almost never come right out and tell a salesperson, ‘I’m not going to buy from you because I don’t like you or I don’t trust you,’ But it happens all the time with major sales. If you’re asking the customer to spend thousands of dollars, or maybe to risk their reputation by bringing in your products or services, you simply cannot be someone I don’t like or trust. Before you can sell the customer your product, they have to be sold on you.
The “big data” we have amassed over 20 years allows us to look at each of the five Critical Sales Skills (and at all five together) to determine the average starting point for students, prior to training, in both knowledge and ability to apply the knowledge. We also can determine the levels that students reached upon certification in each skill. We then can calculate (in percentage terms) the skill gain that occurred, in both knowledge and application, as a direct result of sales training.
Just as with companies generally, gains in knowledge and in the application of skills on the job were dramatic. To focus on application, where the real payoffs lie, tech salespeople saw a skill gain of 112% in the critical skill of Sales Call Planning, a 102% gain in Presentation Skills, and a 120% boost in the critical skill of Gaining Commitment. With results like those, the training definitely paid dividends.
What could you do if you could measure, with that sort of precision, the gains resulting from a training program not just in knowledge but also in on-the-job application of Critical Selling Skills? For one thing, you’d be well-equipped to demonstrate—even to skeptics—a convincing cause-and-effect relationship between sales training and a subsequent boost in sales revenue.
The data we have amassed over two decades allows us to look at each of those skills (and at all five together) and determine the average starting point for students, prior to training, in both knowledge and ability to apply the knowledge. We also can determine the levels that students reached upon certification in each skill. We then can calculate (in percentage terms) the skill gain that occurred, in both knowledge and application, as a direct result of sales training.