How To Make Your Sales Team Bulletproof
Let’s face it, professional selling is never going to be easy. Your sales team bears a huge responsibility. Essentially, they are charged with the task of keeping your business viable – they have to bring home the proverbial bacon – or your organization will starve!
At the same time, they face so many obstacles on the road to success. There’s no doubt that most industries are seeing intensified competition and increasing price pressure. Just getting a foot in the door can be extremely tough.
And then, the real challenge begins.
Salespeople frequently encounter prospects that could be described as disinterested, skeptical – even hostile. Some buyers admit that they have ways of “testing” salespeople. One wrong move and all the effort it took to get in front of that prospect in the first place -- goes right down the drain.
But the truly skilled, truly savvy and truly professional salesperson handles all of these intricacies like a true champion. In fact, when you watch a real pro – they can make selling look almost effortless.
So what makes the difference for these top-notch, professional salespeople?
Preparation. That’s the simple, bottom-line key to their success. They are ready for anything a prospect can throw at them – they are so equipped to face every conceivable challenge that they are virtually bulletproof.
Is your sales team bulletproof?
If your answer is anything less than an emphatic, “YES,” your sales team is probably losing sales needlessly – without even realizing it. Simply because they’re not fully prepared to deal with each of the subtle details of the tough, complex job they’ve taken on.
But you don’t have time to wait for your salespeople to log countless years of experience so they can learn to handle every imaginable obstacle or selling scenario through trial and error.
Instead, you can leverage our vast knowledge of selling. We can provide your sales team with training that takes advantage of all the hard-learned knowledge of selling -- without painfully repeating the real-life lessons.
Naturally, you’re skeptical. You might be thinking, "How can sales training possibly change my team's performance?"
Well, take a look at what participants had to say about their sales training with The Brooks Group:
" I learned how to increase and diversify my pool of prospects so that I don’t become dependent on one sales source. I now understand the importance of ASKING customers what they need and want instead of just telling them what our facility has to offer (as they may not have a need for everything I’m explaining) And I’m getting better results because I’ve learned how to prepare questions in advance instead of just 'winging it'."
" I’m thrilled to finally have the validation so that I can truly believe that selling is a noble career. I’m now looking forward to finding more ways to stay self-motivated and maximize my selling time."
" I’ve been very successful in meeting the objectives that I set for myself at the beginning of the program. I was able to break into a major health system; I got to know the discharge team and generated many new referrals."
" I’ve learned to properly position, prospect and pre-call plan in order to be in front of the right people at the right time with the right message. I’ve realized how important it is to build trust and rapport with each prospect and learned better ways to do that. I can now uncover – and build my sales presentations around – the conditions, terms and parameters under which my prospect will buy."
Maybe you have some doubts. You might wonder, "What do people like me (sales managers, executives, decision-makers and CEO's) say about the sales training programs The Brooks Group has developed for them?"
Well, here’s a letter that one of our National Account Managers received from Rick Albin, Sales Manager at Ziegler, recently:
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And here’s one from James Mullaney, CEO/President of Satellite Shelters Inc.:
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And here's one from Mike Merkel, V.P. Commercial Products for Red Spot Paint and Varnish Co. Inc.:
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But that's only three clients. Now you're wondering, "Are there other sales managers, executives and CEO’s who’ve been thrilled with the results from their sales training programs with The Brooks Group?"
You bet -- they're countless. Here’s what a few of them said:
"The Brooks Group program is phenomenal! It's the best I’ve ever seen. The coaching tools in this program really help us laser-focus on priorities."
--Libbie D., Bank Atlantic
“I do not believe we would exist today as a business were it not for The Brooks Group. As you are well aware, there are many “sales systems” on the market today. I’ve seen many of these systems and the IMPACT Selling System is by far the best…”
--John Harris, JK Harris
“Having worked with our company for over 10 years, The Brooks Group has become a vital part of our sales organization. Through the initial analysis of our former sales program, The Brooks Group taught us to evaluate its effectiveness, but also to make the necessary corrections to meet our objectives. Sales have grown 500%...”
--David Finch, ATCOM Business Telephone Services
“This system has improved performance and behavior tremendously throughout the company…now there’s a complete awareness of what we’re trying to achieve…everyone knows what the process is and we’re actually tracking and monitoring results…”
--Patricia L., BankAtlantic
“I can attribute an estimated $200,000 in additional revenue for my company since we began the IMPACT process. In the past we have attended sales training programs or seminars and after a few days the initial enthusiasm wears off and nothing really changes in the field. However, with your team coaching over the past 12 weeks these new habits have become a part of my entire team’s daily selling behavior. My salespeople now have a structured sales process that puts them more in control of each selling situation and as a result has given them increased self-confidence with measurable results. The IMPACT Training and Sales Coaching program is now the cornerstone of our company’s sales training.”
--Peter C. Foy, Peter Foy and Associates
But you might ask: “How can a training session make that much of a difference?”
For one thing, a little expert training often goes a long way in giving your team the ability to navigate the tougher aspects of selling -- with supreme confidence. Instead of second-guessing themselves and shying away from tricky situations, you’ll find your team looks forward to tackling the next challenge once they’re armed with the skills, the knowledge and most importantly, the confidence they need to successfully confront the inherent difficulties of selling.
Still, you’re not convinced. You’re thinking: “Selling in our industry requires very specific skills and knowledge…how can we be sure your sales training program will address our needs?”
It’s true, your organization knows far more about the ins and outs of your products and services…but we know selling. Too many organizations confuse product training with sales training. Simply knowing every feature of your product doesn’t prepare your sales team to SELL the product. For that, they need specific skills and knowledge.
They need a sales process that shows them how to focus on your customers. They need to know how to apply your product’s features to fulfill each prospect’s needs and wants. They need to know how to sell to each person in exactly the way they want to buy. AND they need to know how to deal with all the sticky, tricky situations they’re bound to encounter – professionally!
Our foolproof sales process, IMPACT Selling®, is based on documented principles of buying and selling so it can be used successfully in any selling environment. This complete six-step system covers every aspect of selling – from prospecting to closing sales. It's not another trick or gimmick -- it's a proven sales process that's helped hundreds of thousands of salespeople close more business.
IMPACT Selling empowers your sales team to break free of all the negative stereotypes associated with sales and position themselves as sought-after professionals whose expertise and experience attracts qualified buyers.
We’ve successfully customized this system for more than 600 organizations of every size, in every industry, over the course of almost 30 years.
Sounds too good to be true? Take a look at what salespeople and their managers have to say about The IMPACT Selling System:
“I could see using the IMPACT process for the rest of my career.”
--Bill D.
“I thought it was outstanding and I’m going to start using it tomorrow when I get back to work.”
--Chris V.
“It’s just six simple steps and if you follow those steps, your sales will increase.”
--Scott J.
“My sales are going up simply because of IMPACT Selling!”
--Johnny S.
“It’s a great formula for success.”
--Jeff H.
But where's the proof? Take A Look At The Results…
Percentage of participants that increased their sales as a result of the prospecting skills/techniques in the IMPACT Selling System -- 95%
Percentage of participants that have a higher conversion rate than 6 months ago due to implementation of the IMPACT System --
95%
We consistently see results like these because we’re able to track these statistics using our revolutionary metrics-tracking software. We've developed this remarkable tool precisely because we don’t take a “love ‘em and leave ‘em” approach to training our clients' sales teams. (We’ll tell you more about that in a minute)…
But maybe you’ve already tried sales training and the results were disappointing. So you’re thinking: We’ve done sales training in the past – it didn’t really help…
Unfortunately, it’s true -- A vast majority of organizations express frustration and disappointment with their sales training efforts. In fact, recent research of sales training initiatives indicates that 80% of companies that invest in sales training see productivity gains that last only 3 to 4 months…then they’re right back where they started.
However, the same research indicates that a small percentage of companies (less than 10%) are able to reap enormous benefits through sales training. So what are these 10% of firms doing differently in term of sales training that creates such phenomenal results?
There are two critical elements these programs have in common:
- The use of an outside firm that focuses specifically on sales training
- A specific measurement system that monitors implementation, performance and results on an ongoing basis
The message is clear -- reinforcement and accountability are the keys to implementing an effective selling system throughout your organization. Without these fundamentals, there’s no way to guarantee that the concepts you’ve invested so much in teaching will be adopted and applied in the field.
But most companies simply don’t have the resources to truly support a sales training program internally. That’s why we’ve designed two programs that put the IMPACT Selling System to work where it really counts – on the job.
- IMPACT Sales Coaching is a 12-week reinforcement program that offers your team hands-on coaching with one of our expert sales trainers as they start using the IMPACT principles to close more business.
- The IMPACT Metrix System is a unique online follow-up program that delivers targeted support and coaching while actually measuring the effect of training on your team’s performance.
And Take A Look At These Impressive Results…
3 months after their onsite training event with The Brooks Group, here's what sales professionals in these follow-up programs reported:
98% say they are using the IMPACT Selling System® in their regular day-to-day sales activity.
96% say they are better positioned with clients and customers.
4 months after their onsite training event with The Brooks Group…
100% say that more consistent pre-call planning has had a positive effect on their sales call.
98% say their IMPACT training has helped improve their effectiveness when interacting with clients and prospects.
5 months after their onsite training event with The Brooks Group…
82% present price more confidently.
87% say their questioning skills have improved as a result of their IMPACT Selling® Training.
6 months after their onsite training event with The Brooks Group…
96% say they are able to do a good or excellent job of getting prospects to answer questions openly and honestly.
100% say the IMPACT Selling System® has helped them make tailored recommendations that effectively target prospects' wants and needs.
Clearly, the Coaching Program and ROI Metrix System are a power-packed secret weapon to put your sales team at the top of your market.
Skills, Insight, Confidence AND A Proven Sales Process...The Tools That Make Your Sales Team Utterly Invincible
Professional selling can be very tricky. But salespeople who rely on tricks, gimmicks or scripts are doomed to fail. The most successful salespeople are highly skilled, extremely savvy and above all -- professional.
Fortunately, these qualities can be learned. In fact, we see it happen all the time. An ordinary salesperson learns the skills, gains the insight and develops the confidence to confront every selling challenge in a professional manner – and they become practically bulletproof.
To reach that goal, we’d like you to consider making The Brooks Group’s expert sales trainers and coaches your resource for training and developing your sales team’s highest potential. To get started, enter your name and email address below:
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