Short Cuts to Acquiring Sales Skills and Bridging the Sales Experience Gap

We use the term, Learning Frameworks, to describe a new set of guides that help sales people learn sales skills, bridge the experience gap, and become productive sooner. The frameworks are simple enough to memorise yet offer access to the insight and judgement of veterans.

No two sales situations are the same.
The most successful sales people are those who adapt their approach to meet the needs of each sales opportunity and situation. Having a framework helps sales people recognise the best approach.

Frameworks are modelled on the the successful behaviours of top performers. Less experienced sales people can approximate best practice from the models and emulate the most successful sales people without first acquiring equivalent intuition and judgement.

Using the frameworks in training accelerates comprehension and equips participants with effective thinking tools that focus planning, increase sales skills, improve judgement, and are accessible in the moment.

Examples of Frameworks used in training and coaching

1. Learning Cycle
2. Value Cells
3. Approach Strategy
4. Decision Maker Focus
5. Planning Discipline
6. Meeting Tactics
7. Interpersonal Style
8. Is there an Opportunity
9. Can we Win
10. Will it be worthwhile
11. Right Issues
12. Right People
13. Decision Roles
14. Decision Styles
15. Relationship Standing
16. Value Proposition
17. Common Vision
18. Competitive Strategy
19. Alliance Strategy

See 'Bridging the Sales Experience Gap' for a detailed example.

Top sales people can use the frameworks to recognise and communicate their expertise to others. Frameworks have proved to be a powerful teaching tool that equips students to learn sales skills and methods from others and avoid having to repeat the mistakes that led to the know-how.

For more information, telephone +44 (0)118 933 1357, send email to custserv@salessense.co.uk or use the contact form here.