TRAINING YOUR SALES TEAM TO SELL IN A VIRTUAL WORLD
The defining moment for every sales organization
The sales industry is at a crossroads, COVID-19 has forced sales teams to sell virtually and some are not ready. If the competition lead better interactions or make better presentations then customer loyalty and future sales may be at risk.
Sales teams have a short window to master the skills and tools they need to lead better virtual meetings.
Our team can train your sales team to leverage virtual selling technology and techniques to connect with prospects and customers, build deeper relationships, and advance opportunities
It is hard to show up well on video calls if you don't feel 100% confident in your ability to use all the tools. But just knowing about them is not enough, your team need to practice using them and become expert before using them in client interactions.
Video calls must be facilitated to make them feel like a natural interaction. There are skills you can learn to get people talking and keep them talking.
Most importantly, there are things a facilitator can do to avoid awkward silences. You can learn the skills you need that will set you and your video calls apart from the competition.
How do you sell on a video call? How do you engage the audience? How do you deliver immediate value before launching into discovery? How do you frame the discussion in an area where you offer unique value and move the sale forward? There is a process you can follow to make sure the best version of you shows up on video calls more often, and on-purpose.
DEVELOPING VIRTUAL PRESENCE
Salespeople who lead the best interactions win more business.
Your team's confidence will grow when they are comfortable using Zoom tools and learn how to facilitate virtual interactions.
Sales managers will become high-performance coaches that spend more time coaching and improving their teams.
We understand how hard it is to get people to do something new. We struggled with the same issue before we started combining interactive virtual sessions, the latest research on behavior design, relevant practice, and habit wiring. We can teach your salespeople how to change behaviors, take their sales interactions to the next level, and help your managers coach for improved performance and morale.
"Stuart isn't your typical sales coach, which is a breath of fresh air! He is incredibly funny and engaging, his workshop was not only informative but we actually had a really good time learning new skills."
Brian Rediker - Sales Manager - Evisions
Whatever you are trying to get your team to do; it’s not about the process, you could go with Miller Heiman, Spin, Challenger, Solution, or Sandler which are all great programs, but all of them will fail if there is no adoption.
The most successful Sales Process is the one your team use.
Successful training happens when you get people to change behavior.
Whether helping your team to sell, lead or provide great customer service we use processes taught by B.J.Fogg at Stanford’s Behavior Design Lab to aid change.
CONSULTATIVE SALES TRAINING
We can custom design a 6 or 7 step consultative sales process that includes the best practices of your superstars to improve the performance of your entire team. We will be there to support your team until they have become unconsciously competent at the new skills.
We help Sales Managers become high-performance coaches who can transfer new skills and continuously improve the performance of their team.
Our coaching philosophy is called Coaching Forward because we work on the next interaction, not the last, as it supports self-esteem and aids morale as people learn.
Owner & Senior Consultant
Stuart gets hired by Sales leaders, CEO's and private equity who want to teach their consultative sales teams new skills and improve performance.
Clients: AAA, Access, Advance Auto Parts, ASU, AT&T, B of A, Charter, Comcast, Cox, CSG, Facebook, Google, Mercury, MetLife, Overstock, Pearson Learning and many more
Consultant & Project Lead
Brian has consulted and coached executive leadership and client-facing organizations for over 20 years. Clients include: Google, Transamerica, Anthem, PIMCO, and Facebook. Brian works on leadership and productivity to excellence in customer service and sales.
Nitya has built, delivered and coached sales and sales leadership development programs at companies including Google, PIMCO, MetLife, BlackRock, Nest, Causeway Capital, and DenMat.