| Is a new sales strategy in advanced sales training | | | | think of. This is what I call a prospect conditioned |
| important in the overall scheme of things? | | | | response and/or social machinery. |
| Chet Holmes, a business coach, posed and | | | | Many prospects view your first call as a contest. |
| answered the following: | | | | You are trying to sell, and they are trying to get |
| "What makes the difference between thriving and | | | | as much data as they can from you without |
| barely surviving in any business, in any economic | | | | paying. If they win, you become an unpaid |
| climate? Answer: It's not the product or service; | | | | consultant. New sales methods cancel this game, |
| it's the skills developed and applied by the | | | | so that everyone wins. |
| company leadership. THAT is the key element." | | | | What is needed is an increase in the value that |
| This same statement and answer, slightly | | | | you offer your prospects and clients. When done |
| changed, are also true in the world of professional | | | | correctly, prospects will demand your products or |
| sales consulting. | | | | services, as you will have successfully built a |
| What makes the difference between thriving and | | | | value-added relationship and become a strategic |
| barely surviving in sales in any economic climate? | | | | advisor. |
| ANSWER: It is not only about your product or | | | | If you are content with where you are presently, |
| service; but the psychological skill set you have | | | | then the road to being a 21st century sales |
| personally developed, and can apply. -- THAT is | | | | consultant will not be appealing, and like past |
| the key element. | | | | generations newer people, that will have already |
| We are in the 21st century, with a broadly | | | | been trained, will slowly replace you - The beat |
| accessed Internet - this means that your | | | | goes on. It takes reading, understanding what you |
| prospects have read about most forms of sales | | | | have read, and practice to change embedded |
| training and probably have your playbook. Recent | | | | behaviors - not an easy road. The rewards, |
| surveys coupled with psychometric tests confirm | | | | however, are priceless because you will learn skill |
| that business people are prolific readers. | | | | sets that may be updated as we learn more, but |
| Because of this you should be preparing for | | | | will never change. As in the television show, the |
| slightly modified approaches from what would be | | | | "Final Answer" has been discovered through a |
| your normal behaviors. Different overtures should | | | | union of psychology, quantum physics and medical |
| also include a change in the way you think of | | | | brain/mind studies that are giving us solutions we |
| yourself and in the way you present yourself, and | | | | didn't have available before. |
| your products. Technology in brain/mind research | | | | If you are still reading this article you have |
| is giving us answers that we have not had before | | | | probably suspected all of this before and are |
| and many sales consultants may need a | | | | looking for some real answers and not the fluff |
| re-education on new advanced sales training | | | | that seems to be everywhere. You also will |
| methods. | | | | demand tangible reasons behind any new system, |
| "Prior proper planning prevents poor production." | | | | as those reasons are what will transform you into |
| Our prospects have employed this old saying, and | | | | a professional sales consultant and an expert who |
| are ready for the sales consultant. They have | | | | gives advice, as a strategic advisor in the 21st |
| developed systematic answers, and what I call | | | | century. |
| "work arounds" to every "salesy" thing you can | | | | |