What topics does the On Demand Learning Program cover?
After the program is completed... what will my sales team have?
What is a Sales Playbook?
How long does the On Demand Learning Program take to go through from start to finish?
What does Consultative Selling really mean?
What are the main failing points of traditional sales training workshops and how does this program overcome them?
I have paid for training for my team in the past and wasn't pleased with the outcome... how is this different?
- Video topic list (the buying process, call planning, needs development, background questions, Impact questions, trial close questions, effective call opening, dealing with unclear needs, demonstrating capabilities, investigative sales calls, objection handling, obtaining commitment, understanding customer needs, prospecting, coaching/leadership, goal setting)
- Videos purpose (to relive the experience/continue to learn/create new questions)
- Learning occurs in context: Learning must happen within certain context. Without an appropriate setting, learning is unlikely to succeed. The learning environment must be a safe place for participants to try new skills and tools, to participate and contribute to the development of the sales playbook by understanding that there are no wrong answers... only progress forward by group-think and team contribution.
- Learning is active: "Tell me, I forget. Show me, I remember. Involve me, I understand." This Chinese proverb suggests that learners have to be mentally active during learning activities, make connections between the new knowledge and existing knowledge, and construct meaning from their own experiences.
- Learning is social. Learners benefit from working collaboratively in groups so that they can hear different perspectives and accomplish the learning tasks with the help of their peers and experts on a continual basis. Studies show that when participants in training understand they will be measured for effectiveness over a period of 3 to 15 months from the date of the program... a higher level of commitment is created among them.
- Learning must be practiced: learners must take what is learned to the field to make mistakes and learn from them. Arnold Schwarzenegger said "Nobody ever got muscles by watching me work out!" Practice in the classroom is great... but it can never replicate real life situations. Sales people must take the tools that have been created to the field and use them, be cognizant of what works for them and seek to understand what did not work for them via the on demand learning videos and/or through peer interaction and feedback.
- Learning must be relived: Participants must be able to return from practicing the new skills in the field and cross reference against what is taught. In traditional classroom training participants will have a workbook to use as a reference guide. We all know how helpful they are... and how often they are used after the class. We give participants the ability to go back to their on demand videos, the sales playbook that was created by them and their peers, and reach out directly to our experts for real time counsel on how to best apply skills in the field.
- Learning must be coached and reinforced: we provide 3 platforms for ongoing coaching and reinforcement. We teach your managers to teach your sales teams the curriculum so that they are the in house expert, we help you create a playbook to provide your teams with real tools to approach their markets with and allows them the ability to refer back to make adjustments and improvements to approach, and we provide you with real time expert advice to answer any questions that may arise before, during, and long after training is delivered.
- Instructors guide (summary of key pts by video/group discussion pts/group development goals (questions to develop for playbook/exercises for the group)
- Virtual learning usage reporting
- Sales playbook creation - what kind of company would you have if you were to multiply the number of your best sellers by 10? When analyzing top performing sellers, one thing they have in common is recognition of their situation and a well practiced strategy to win the sale. Whenever they are in a particular selling situation, they do the same set of things; ask the same set of questions that helped them win similar deals in the past. And when something stops working, they find an alternative and stick with it as long as it keeps working. You might say that star salespeople have created playbooks in their heads. These playbooks have been developed and adapted through their experience in front of their customers. Average sellers lack the discipline, process, and knowledge used by their top selling counterparts. They tend to make up a plan or "wing it" as they go along. Sometimes it works... often times it doesn't.
The best way to drive improved sales performance is to capture what your best salespeople are doing to win at each stage of the customer's buying process and model it with sales playbooks that can be put into the hands of all your salespeople. What would happen if all your salespeople were doing more of the things your top sellers are doing?
- Playbook contents and purpose
- What is a playbook (types of sales questions/strategies/processes)
- Playbook payoffs (continued, repeatable success process forever)
- Consultative sales training
- 5 Pillars of consultative selling
- Identifying the key differences between customer wants and needs
- Understanding the types of questions to ask to develop wants into needs that will move the customer to act
- Understanding the types of questions to ask, how to ask them, and when to ask them so they align with the way your customers purchase
- How and when to position your offerings for greatest effectiveness
- Call plan checklist to establish clear objectives and move the sale forward toward a win
- Real time ongoing consultation
- Sales training/coaching consulting whenever you need it and why it is crucial to success
- What's the difference between MB and other training programs?
- That question might best be answered by posing this scenario: If you could take a sales training workshop as many times as you liked... with constant access to the instructor for questions and clarification on topics... is there any chance you wouldn't be able to master the curriculum? Most we ask this question answer with a resounding "No chance". If you were to take a sales training course once... with access to the instructor on that day only for questions and clarification on topics... and your mastery of the curriculum was dependent on self-study... what are the chances you will master this curriculum? Most we ask answer "Much less of a chance". So why are training courses designed with very little chance of mastery attainable? The simple answer is usually the right one... because it doesn't benefit them to create master sales people. At Mullen Best we believe in creating master salespeople by supplying the real time continuous access to our experts you will need to gain insight and clarity to the many questions you will have along the way. We will create your formula for repeatable success.
- What can I expect to achieve from MB's On Demand Learning Program?
- Imagine having a disciplined, over-achieving, highly effective sales and management team that is producing record numbers quarter after quarter and is excited to execute the clearly defined corporate strategies. Here is how we create this for you. First - Your sales and management teams will learn the most powerful consultative selling methods that the Fortune 500 has been using for decades. Second - Your teams will perform the training exercises as a group to challenge and stimulate the creative sales juices of the group. The exercises are designed to engage the entire team to analyze and understand the sales process piece by piece to discover more effective sales approaches to be implemented immediately. You will notice changes in your team... you will see an energy that was not there before... you will hear them talking about ways to make their sales methods better...you will see an excitement grow as your winning formula starts to develop and unfold. Third - Your sales playbook will be developed out of the best results from the exercises performed... authored by your sales and management teams... they will take pride in executing this playbook like a championship football team. The training, exercises, and playbook will mean a more effective and disciplined sales approach. The byproducts of which are winning more business, a desire for sales mastery, and a repeatable formula for growing your over-performing sales team.
- Why do many traditional sales training workshops fail?
- For years the Mullen Best Consulting Team has worked with the premiere names in the Performance Improvement Industry... creating and delivering Instructor led workshops, online classroom webinars, and e-learning programs to much of the Fortune 500 at a substantial cost I might add. And while these programs were designed by the best and the brightest in the Sales Training arenas, were delivered with excellence, and received by participants with great reviews... it is apparent that there is one consistent failing point in this classroom delivery model that nobody likes to talk about... you can only live that experience once.
- Instructor Led Classroom training is very expensive and for that reason most companies outside of the Fortune 1000 can't even consider it as an option. Research has shown that the reinforcement of any newly learned skill is vital for its success within a short window of time after the training is delivered.
- Very few people have the ability to sit through 2-3 days of training, be exposed to countless new concepts and grasp a large portion of the curriculum delivered. Imagine sitting in a class for anything that you love to do... golf, cooking, flying a plane, etc. After 2-3 days in the classroom have you learned all that can be learned on this subject? Of course not... and sales training is no different. As a point of fact, there is no reputable training company or program that claims to deliver this either. Just like your golf, cooking, or flying lessons tell you, the most important part after the classroom is applied practice of the correct technique. And here is where we run into that failing point. How do you go back to that classroom experience to clarify and cross-reference what you have experienced in the field? How do you remember exactly what was said and the examples of how to use each technique that has proven to make a more successful sales person?
- The choice is either to spend an enormous amount of money in consulting fees for these training professionals (which is highly unlikely) or refer back to the books and/or materials from the class (most never do and even then it is impossible to bring it back to a three dimensional interactive format). So what's the answer?
- Mullen Best has answered that question with Performance Improvement Programs that are:
- Highest quality content & proven methods
- On demand & delivered in highly digestible pieces
- Supported by ongoing consulting to answer questions to ensure improvement & development
- Cost effective
- What are the World's sales leaders saying is most important from their sales team and leaders?
- Communication - 1500 of the world's top CEO's polled: 60% said creativity is what's needed from leadership right now. 88% said customer focus is most important for sales teams. If you asked all of your leaders to define how they can be more creative... what would there answer be? And what if you asked your sales teams what it meant to be customer focused? How many different answers would you get? What would execution of being more customer focused look like?
- How can I ensure that my sales training will be an educational experience and not just a learning event?
- By design... a workshop is an event... usually a day or two. But it is standard that we get this as a very common question when dealing with performance improvement programs. It usually comes from the sales executives and/or the learning and development dept. who are tasked with delivering a successful engagement. And rest assured that for those who are involved from the beginning to the end of the process of creating a training program it is not an event... however for the people on the sales teams who are instructed to show up for the day or two of the training and to learn... it is hardly a life changing experience. They showed up for the couple of days of training and perhaps even had an "aha" moment or two that they will try to work into their sales presentations... and then they returned the very next day to their business as usual lives and pick up right where they left off. For them... this was an event. It may even have been a very engaging event... or sometimes it can be a boring event... but an event none the less. There is only one way to deliver an educational experience and actually change behavior... and that is through consistent applied learning and reinforcement. Whether we are teaching our children to speak, learning how to swing a golf club, learning a new language, or trying to improve our sales skills... understanding the correct way to do it, having the ability to continue to compare how we are doing it against the correct way, and practice, practice, practice are the only ways to learn effectively. If you compare this against the way you are currently training... where does it fall short?
- How does the On Demand Learning Program compare to a traditional workshop in amount content taught?
- A standard two day workshop will have participants log 12 hours of classroom time after you take out time for lunch, breaks, etc... with 75% of those two days consisting of interactive exercise and role plays (which is a big selling point for many training vendors). With nearly 3 full hours of content in our On Demand Learning Program... MB's program delivers the same if not more comprehensive content than any other program in the industry.