The sales role in light of Meaningful Relations

Salespeople are placed in an arduous position. They are bound by results that depend on others, and at the same time, they are asked to build trust and create meaningful contact with the people that they are interacting with. A contradiction that appears irreconcilable. Or is it?  

 What salespeople will have at the end of this training is a consciousness of where their determination to “get a deal in” blocks the exact results that they are looking to achieve. And most important, the salesperson will not be limited by this awareness, but intuitively know what to do next.

A salesperson, with many or few years of experience, will quickly develop an ear for what questions will help the customer move into a position that is beneficial to all of them. Critical to this success, and directly addressed in the training, is learning to overcome the discomfort that is associated with asking such questions. Knowing what to do is not of any value if the ability to act is not also present.

Selling has often been linked to personality. If there is anything that this training does, then it makes this abstract concept precise. So much so that you see what works when it does, and realize what can be done differently when it doesn’t.

The Meaningful Relations trainings has not been setup as a traditional sales training in the sense that role plays are enacted or basic sales are learned. Instead, the training uses the current sales hurdles as the leverage to discover the commonality in all of the issues that are solved. In this approach it is reasonable to expect that there will be a noticeable shift in the behavior at the conclusion. It is not uncommon for a salesperson to breakout in the middle of a training to address a previously open issue. What creates this impetus is clarity on what the next best action is and an understanding of how to address it with the highest likelihood of success.

We often see the speediest results in the sales environment as the participants have the most to gain (in a direct financial sense) or lose.  

Salesmanship