The fun of selling revisited
In my opinion selling should be fun, a game. It is a complex game, certainly, but by no means impossible. Selling should therefore be enjoyed. The accomplished salesman radiates energy, has a contagious enthusiasm and belief in what he is doing and is basically self-motivating. Ideally he empowers himself and in doing so empowers others. To top it all, the sales person should be endowed with powers of observation (whether conscious or subconscious), interpretation and analysis.
It is very much like a game of mastermind, or better still a detective novel. The sleuth, having to work his or her way through a mire of clues, hints, promises, deceit even, is faced with the same levels of complexity as the accomplished sales person. So, – can we learn from the tools used by the master sleuth? And can such an approach assist us in bringing back the kick of a successful sales campaign. The answer is a resounding “YES”.
For this reason, this course revolves around the lessons that can be learned from the traditional detective novel and how these lessons can be ideally applied to return the fun and the success to selling.
The lead players in the novels – though larger than life - represent the characteristics that make for a successful and consistent salesperson. Consistent success is a key phrase in this course. After all, one swallow does not make a summer and likewise one deal does not make a great sales person.
The detectives in the novel possess analytical skills, have strong creative and mental faculties, all use the powers of observation and elimination and are expert dabblers in applied psychology.
The Training:
The course offers a tool bag of easy-to-use, advanced sales tools that have been designed to remove stress, while dramatically increasing performance and sales results. The tools in the tool bag have been allocated to three different categories that stand for three world-famous detectives each with their own unique set of skills.
For training purposes we are making use of a complex business case. In the different phases of the sales process the students will have to choose a minimum of one tool from each of the three categories. Role plays are an integral and important part of the training course.
