We often see charismatic and outgoing people gravitate to a sales career, but any personality can learn, given the right training. It is never about the salesperson, but rather always about the perspective client. That is why sales skills need to be adaptable and cater to each individual client.
Facilitated sales training offers a structured approach, fostering effective communication and enhancing sales skills. Through interactive sessions, participants gain real-world insights, improving their ability to navigate complex sales scenarios. This encourages collaboration, providing a dynamic learning environment that adapts to evolving market trends. Additionally, facilitated training allows for immediate feedback, honing on individual strengths and addressing weaknesses, ultimately optimizing the sale’s team performance.
What is Everything DiSC® Sales?
Everything DiSC® Sales is training and personalized learning that is designed to help salespeople successfully create client centric interactions that improve results. This application teaches participants to stretch beyond their natural sales style to more effectively adapt to their client’s unique buying style. The experience is sales-specific with in-depth information, including tips, strategies, and action plans to help salespeople become more effective.
The Everything DiSC® Sales Profile focuses on:
- Understanding one’s DiSC® Style
- Recognizing and understanding client buying styles
- Adapting one’s sales style to the client’s buying style
- How to adapt DiSC® styles to meet the client’s needs
The Everything DiSC® Sales Profile helps participants better understand themselves, their clients, and their relationships. In this 23-page personalized profile, participants explore their own sales style and how their strengths and challenges influence their selling behaviors. They will also learn to recognize the behaviors unique to each buying style and gain strategies to adapt their sales style to meet the needs of their clients, improving their effectiveness and success. The profile may be used on its own or with the companion facilitation, offered as a four-hour training session.
Learn more about the Priority Matrix in Sales Planning
Sales training should not be thought of as a “one and done” session, although one detailed training session is better than none. Sales training is best considered a process, and participants have an opportunity to learn, practice, and return to the classroom to debrief, and continue learning.
The ideal training scenario is a customized program that caters to a particular organization and a specific industry so relevant topics can be tailored to the participants needs. Examples of a customized program might include:
- Fundamentals of building relationships
- Connecting through communication
- Recognizing client buying signals
- Networking Strategies
- Referral Strategies
- Cross-selling Strategies
- Virtual Selling Concepts
- Emotional Skills
- How to be Remarkable, in-person and over the phone
- Social Selling
The Merits of Training
We have all experienced sales and service levels that did not meet our expectation, and unfortunately that is more common now than it once was. Is it because there is a lack of training, or a lack of sales and customer service employees so existing employees are spread too thin to be effective. Regardless, it shows, and this issue needs to be fixed for organizations to be successful in a competitive environment (there are few environments that are not competitive).
In customer service, the phrase “moments of truth” represents occasions where a client’s interaction is so impactful that it alters their perception of the brand. Moments of truth can forever change the relationship between a brand and its customer, for better or worse. That’s why it’s as exciting as it is important to recognise and spend some time to hone on these pivotal interactions. Focusing on the “moments of truth” means spending your time (and budget) on the most valuable parts of the client journey. You can focus more on the moments that truly matter.
In the fast-paced world of sales, staying ahead requires more than a persuasive pitch. It demands a continuous commitment to refining skills, adapting to market demands and changes, and embracing innovative strategies. This is where the merits of training sales professionals become indispensable.
Sales training serves as a catalyst for skill enhancement. By delving into various aspects of the sales process, from prospecting to closing, professionals can fine-tune their communication, negotiation, and relationship-building skills. This not only boosts individual performance but also contributes to the overall effectiveness of the sales team. If the sales team is effective, so is the organization!
Wiley, John & Sons, Inc. (2019) Everything DiSC® Sales