We have just finished the fifth and final workshop of our first Selling at a Higher Level blended sales training programme.

Part of this final session was spent reflecting on how the programme has helped to develop the attendees selling skills. One comment that was reflected around the room was how having a sales process has significantly increased their confidence. Whilst not surprising to me, what was interesting was that many of the delegates had not realised this was a likely output when they signed up to the programme.  They now understand how vital confidence is to being successful in sales and how a sales process can help to develop and nurture this confidence.

We designed and developed the course to bring structure and process to sales peoples’ professional lives.  We have had a wonderful mix of students on the programme – business owners, experienced sales contributors and people who are brand new to selling.  Each of them has taken away a range of tools, technique and sales blueprints designed to help them sell more effectively.  What’s more we have tried really hard to bring every tool and technique to life, to put it into context and to demonstrate how it can add value to the sales process.

The Engleby Associates Sales Methodology provides a backbone to the programme and over the five workshops we have moved from prospecting to identifying business problems and value propositions, to asking high impact questions, to qualifying, negotiating and closing.   Perhaps most importantly we have discussed the importance of listening.  Really listening.   And trying our best to understand our prospects and customers.  Being interested to be interesting.   Always putting our feet in our prospects shoes.

At the end of the day though, the important thing to remember is that these tools and techniques sit within a process. If none of the tools are used but the process is remembered then that will be okay.  At least they will have their sales roadmap and a sales plan.  And we all know that with a plan the chances of attaining our goals increase dramatically.

As Elmer Letterman said;

Luck is what happens when preparation meets opportunity

I’d like to thank the group for their engagement, openness and willingness to get stuck in. Tracy and I have really enjoyed working with them and we wish them every success for the future.

If you are interested in the sound of our blended sales training programme feel free to drop me a line. I’d be happy to talk through how we could run a similar one for you.

Filed under: High value selling, Motivation