In conjunction with our associate, Pat Weymes, one of the best known and most prolific writers and trainers in the sales area, we are able to provide a unique approach to sales training.
WIN-WIN SELLING is an approach to selling that suggests that technique based or manipulative selling is inappropriate in many of today’s market places. Sales training which seeks to put the salesperson in a position of power over the buyer through such techniques as closing skills, rapid objection handling and the like is simply likely to alienate the buyer into counter measures (ie terminating the sales call). Win-win selling asks the salesperson to put themselves in the shoes of the buyer and to treat them as they would wish to be treated themselves.
Win-win selling is the basis of the book ‘Creating Customers’ by Pat Weymes. It is also the basis for a new approach to a sales course – internet based, distance learning.
Students on our web-based sales training course conduct the course in their own time and at their own pace from their own computer. The program is accessed through the Internet and the student is in contact with the trainer at all times. Exercises can be submitted and responses and comments returned very quickly. As well as this the student can talk online via email to the facilitator or to any other students who are or have undertaken the course. They can run the course as many times as they wish and they are also guided to further study and research. Thus they can personalise the course to their own situation. In trials with one of the worlds largest IT and software companies the approach received unanimous praise.
Apart from the obvious savings in costs and time to an organisation the students who have run this course have given it the highest ratings for ease of use, for its speed of access, for its enjoyment, for its completeness and for the integrity of its message. Further, the entire program can be tailored to suit specific industries.
Organisations involved in direct selling will find this approach attractive – but so too will organisations such as professional firms, consultancies and the like who often have a difficulty releasing people for long periods of time and who sometimes see the sales training area as threatening and confrontational. Our work in sales reluctance suggests that many will be attracted to the core message of win-win selling and to this web-based approach.
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