The slides describe the traditional sales training model and its unintended consequences. Traditional training focuses on salesperson effort and productivity but often backfires by causing salespeople to overtry to sell and control the customer. This interferes with the customer's decision-making and needs, resulting in low buying quality. The problem becomes addictive as salespeople try even harder to control the situation without understanding the real reasons for lack of buying. The solution is an approach focused on the customer's buying process and needs rather than salesperson control.

1. Slide #1 of 4
Traditional Sales Training Model
Salesperson Productivity
Salesperson Effort

2. Slide #2 of 4
Traditional Sales Training’s Actual Outcome
Sales Productivity
Salesperson Effort Toward Selling

3. Slide #3 of 4
Unintended Consequence of Traditional Sales Training
Sales Productivity
Salesperson Effort
1)
Salesperson Over-Tries to Sell
(3)
Problem Reinforces itself-(Addiction)
a)
Salesperson is unaware of Customer’s real reason
for not buying
b) Salesperson analysis of result is flawed
c) Salesperson tries harder to exert even more
control.
(2)
Result in Low Buying Quality
a) Lack of Customer Motivation
b) Lack of Customer Attraction to Product
c) Compromised Decision-Making
-Overlooks the Buying Process
a) Control Struggles with
Customer.
b) Interferes with customer
decision-making.
c) Customer is distracted from
product awareness.
d) Salesperson overlooks
Customer’s real needs.

4. Slide #4 of 4
Selling To The Point Solution
Salesperson
Effort Toward
Selling
Addiction of Control Loop
(1)
Sales
Productivity
(2) Better Quality Decision Making
a)
b)
Less Dependence on Salesperson for
Re-orders, Referrals.
Customer Defends Decision Against
Salesperson’s Competitors
(2) Low Buying Quality
a)
b)
c)
(1)
a)
b)
Salesperson
Effort Toward
Buying
c)
Salesperson Gets Out of the
Way,
Salesperson Doesn’t Try to
Control.
Salesperson Focuses on
Customer’s Real Needs
Salesperson Over-Tries to Sell
-Overlooks the Buying Process
a)
Control Struggles with Customer.
b)
Interferes with Customer Decision-Making.
c)
Customer is Distracted from Product Awareness.
d)
Salesperson Overlook’s Customer’s Real Needs.
Lack of Customer Motivation.
Lack of Customer Attraction to Product.
Compromised Decision-Making.
(3) Problem Reinforces itself-(Addiction)
a)
b)
c)
Salesperson is unaware of Customer’s Real Reason for Not Buying.
Salesperson’s Analysis of Result is Limited.
Salesperson Tries Harder to Exert Even More Control.