Here are the 7 questions I'm asked about our courses in just about every call:
1. There are lots of sales training classes out there. What makes yours different?
We only train people working on the telephone, making outbound b2b calls. We train people to get attention fast, ask questions decisively, and close on a call objective on every call. Most importantly, we train reps to discuss their prospects' business intelligently, discover how their solution will either help the prospect gain money, or stop losing money. That's ROI. Our level of customization is extraordinary, just ask our customers. Every item we teach is geared toward your prospects, sales team, and marketing messaging. We gear our curriculum to the highest performers on your team, but make it easy enough to understand that junior level performers are just as engaged in the class as the senior-level reps. We can train your Inside Sales Managers, too. For more, read about the six most common mistakes companies make when selecting a training source.
2. We're already using a large national training company that trains our field sales force. Why should we use you for our inside sales team? We don't want our company's sales reps to be confused by different sales techniques or messaging.
Many of our clients do use large training organizations to train their field reps. But they use us to augment these training programs because we teach similar strategies, but have the added value of showing inside reps how to apply them in a ten-minute phone conversation, rather than in a two-hour face-to-face meeting. Large training organizations do not have successful b2b outbound phone selling expertise in their curriculum design or in the professional backgrounds of their trainers. We do.
3. We're skeptical about boutique sales training companies. What are your credentials?
I'm glad you asked. My qualifications are pretty unique. I was a top selling telesales rep for several high tech companies. Prior to that, I was a purchasing agent (I teach how negotiation occurs on both sides of the fence), and a schoolteacher. I have a Master's Degree in Instructional Technology, and also developed the international marketing department of a high technology company. I apply sales, teaching, buying, and business skills when I develop your curriculum and teach your course. I've read all the sales books by the same experts that you have. Many of them have great sales concepts, but don't teach you how to execute their processes in a way that will work effectively over the phone, particularly with enterprise sales. But I do.
4. How long will it take you to design and teach my course?
From 1 to 4 weeks, depending on whether it's a fully customized class or a Sales Workshop. Our Workshop, which requires no customization, can be delivered with one week's notice. For our fully customized training courses, we ask a four-to-six week lead time, which gives us time to intereview your managers and salespeople and build the customized curriculum.
5. How do you guarantee the people in your class will actually apply the principles you teach?
Immediately following the class, each of your team members will make real phone calls to actual prospects in a coaching session, applying the principles. Does that work? Just ask the people we've trained.
6. What is your class size, and how long is the class?
For our fully customized courses, class size 6-8 individuals, although occasional exceptions are made, on a case-by-case basis. Our Workshops can have from 1-5 participants. The class is 1.5 days. Coaching starts right after the class for best reinforcement and retention.
7. If you're so smart, why haven't you written a book?
Our techniques are unique, and one reason they're so effective is that you have to take the class to learn them. Much of what I teach works because other courses don't teach it. Although my blog has many terrific sales ideas that work, the really uncommon effective techniques are discussed and used only in my classes and workshops.
Contact us, and we'll discuss your training objectives, and suggest a training program we think makes the most sense for you. Our expertise is in building sales training programs for people who sell technically sophisticated solutions. If you have open telesales job requisitions, we know lots of great reps too, and don't charge for referring them. Now that's value!