The way to move everyone up the sales performance chain is to use sales training that teaches sellers how to identify and leverage three critical habits every day with every account.
These habits, derived from our research-based strategies, transform salespeople from order takers to demand creators. To make this change, you need sales training that teaches in a new way. How can you train your team to become trusted customer advisors, who create more value for your clients and your organization?
Start with customer politics by identifying informal influence, and gain access beyond the tangible authority in organization charts to know whom to call.
Provide customers with unexpected value that goes beyond stated buying criteria to significantly advance a customer’s business.
Formulate a strategy that leverages influence, unexpected customer value, and sales cycle timing, along with competitive differentiation and vulnerability to decisively win business.