Excel Enterprise Why Sales Training Does Not Work Anymore Nick Hallett
Why Sales Training Does Not Work Anymore <ul><li>Google search bar with Sales training in </li></ul><ul><li>This is a popu...
Time for Change <ul><li>A classic thought...sell yourself out of recession </li></ul><ul><li>This is partly true...however...
Savvy Customers.... <ul><li>Customers are more aware of products and services they buy. </li></ul><ul><li>90% of customers...
Old Way To Sell Tell Them What You    Are Going to  Tell Them   Tell Them  Tell Them What You    Have Just    Told Them   ...
Traditional Sales Programmes <ul><li>Most traditional sales programmes  have a list of things “to do” to the customer .......
Today's Savvy Customer Wants More Than.. Excel Enterprise Ask a few questions Ignore answers Talk about Product Introduce ...
Time for Something Different.. <ul><li>How about a focus on Outcomes rather than Objectives....a subtle distinction.  Visu...
Objectives vs Outcomes <ul><li>Objectives focus on a set goal Where as  </li></ul><ul><li>Outcomes revolve around the end ...
Change of Focus <ul><li>Now the focus of Sales Training  moves into getting tangible results. </li></ul><ul><li>The sales ...
<ul><li>What do you want Your  customers to experience? </li></ul>
<ul><li>Outcome Selling </li></ul><ul><li>Group Selling Skills </li></ul><ul><li>Versatile Sales Strategies </li></ul><ul>...
World Class Training & Development <ul><li>Delivering success for over 25 years </li></ul><ul><li>Over 120 Clients </li></...
Get In Touch <ul><li>To Contact us visit our interactive website </li></ul><ul><li>www.excelenterprise.co.uk </li></ul><ul...
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Outcome Selling: Why Sales Training Does Not Work Anymore

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Outcome selling is the idea system for sales success in the new business economy.
Here Nic Hallett the MD for Excel Enterprise tells us why.

Published in: Education, Business
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Outcome Selling: Why Sales Training Does Not Work Anymore

  1. 1. Excel Enterprise Why Sales Training Does Not Work Anymore Nick Hallett
  2. 2. Why Sales Training Does Not Work Anymore <ul><li>Google search bar with Sales training in </li></ul><ul><li>This is a popular search term and not surprising with a global recession still impacting the profitability of companies. </li></ul>
  3. 3. Time for Change <ul><li>A classic thought...sell yourself out of recession </li></ul><ul><li>This is partly true...however to be successful in the new economy, Sales Training Needs to Change </li></ul>
  4. 4. Savvy Customers.... <ul><li>Customers are more aware of products and services they buy. </li></ul><ul><li>90% of customers will check you out online before they buy. </li></ul><ul><li>Question ....Are your sales team flexible enough to deal with this? </li></ul>
  5. 5. Old Way To Sell Tell Them What You Are Going to Tell Them Tell Them Tell Them What You Have Just Told Them Close
  6. 6. Traditional Sales Programmes <ul><li>Most traditional sales programmes have a list of things “to do” to the customer ....in a specific order too! </li></ul><ul><li>A </li></ul><ul><li>B </li></ul><ul><li>C </li></ul><ul><li>D </li></ul>
  7. 7. Today's Savvy Customer Wants More Than.. Excel Enterprise Ask a few questions Ignore answers Talk about Product Introduce Self Leave Ask for business
  8. 8. Time for Something Different.. <ul><li>How about a focus on Outcomes rather than Objectives....a subtle distinction. Visual from webinar </li></ul>
  9. 9. Objectives vs Outcomes <ul><li>Objectives focus on a set goal Where as </li></ul><ul><li>Outcomes revolve around the end result You can already see how this immediately introduces flexibility </li></ul>
  10. 10. Change of Focus <ul><li>Now the focus of Sales Training moves into getting tangible results. </li></ul><ul><li>The sales person is more engaged with the process </li></ul><ul><li>Is accountable for the end result </li></ul>
  11. 11. <ul><li>What do you want Your customers to experience? </li></ul>
  12. 12. <ul><li>Outcome Selling </li></ul><ul><li>Group Selling Skills </li></ul><ul><li>Versatile Sales Strategies </li></ul><ul><li>Selling Skills for Reluctant Sales Professionals </li></ul><ul><li>Coaching & Managing Sales Performance </li></ul><ul><li>Pitching for Business </li></ul><ul><li>Challenging Performance </li></ul>Workshops for Sales Professionals
  13. 13. World Class Training & Development <ul><li>Delivering success for over 25 years </li></ul><ul><li>Over 120 Clients </li></ul><ul><li>Across 24 countries – in 8 languages </li></ul><ul><li>Average satisfaction rating of 93% in last 3 months </li></ul>Training solutions for sales professionals
  14. 14. Get In Touch <ul><li>To Contact us visit our interactive website </li></ul><ul><li>www.excelenterprise.co.uk </li></ul><ul><li>Excel Communications (HRD) Ltd, 45 West Street, Marlow, Buckinghamshire, SL7 2LS tel:             +44 (0) 1628 488854  </li></ul>

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