MTW management Training Workshop
The hesitation to initiate first contact with prospective buyers is often responsible for the failure of closing sales. Although this is only the first stage of the selling process, initiating contact is vital to success in direct sales. The emotional discomfort to approach new clients and ultimately fail in developing business relationships is called sales call reluctance and this comes in different shapes and types. Results indicate that around 85% of salespeople experience one or more types of call reluctance.
In order to recognize and overcome the effects of sales call reluctance experienced in a sales team, Confident Approach offers a four day sales management training workshop. The course is specially designed for sales managers, consultants, sales trainers and HR professionals. It offers a solution to target and change unproductive and hindering behavior patterns in sales persons and teams to ultimately achieve bottom-line results.
The scientific assessment carried out, known as SPQ Gold, is designed to measure the prospecting fitness of sales people and classifies how much initiative and drive an individual has to be able to initiate contact with prospective buyers. These attributes are specific to each sales person and therefore individual attention to each team member is offered. For instance the training needed by a person with stage-fright is different from that needed by an over preparer.
Sales prospecting training has delivered effective results on sales teams that have been diagnosed with sales call reluctance. Most companies which have attended this workshop have seen a return of investment within a six month period. Take a look at what Swedish based company, Lotsen Kommunikation , CEO, has to say about his experience with Confident Approach:
“During the training and coaching process, we achieved a greater understanding of ourselves and how we work in sales situations, but above all, what we could do to improve our performance. Two months after training and coaching sessions with Christer B. Jansson, our sales results tripled. What I particularly appreciate about Sales Call Reluctance is that you can follow the progress of your development through testing. I can heartily recommend the Sales Call Reluctance concept, especially for small businesses like ours“.
Lotsen Kommunikation AB , Magnus Carlton
The Confident Approach programme runs for 1 and a half days. Training can be delivered directly at your office or if preferred, Confident Approach can train your in-house trainers to run the programme themselves. In no time at all, your company could be well equipped with the right skills for future challenges and sales. Should sales team members desire further Sales training, we deliver further 4-8 hour individual coaching, using the Personal Best Programme.Contact us here to find out more about the training session. It’s quick, easy and very valuable.