Paradigm Training Differentiators
1. Simple, Functional Selling Behaviors
Most sales training programs are theoretical and are not designed to change selling behaviors and practices. Sales Mastery teaches proven methods and skills that fundamentally change the effectiveness of face to face selling. The skills are simple, functional and usable.
2. Coaching Tools for Sustaining Change
Most sales training programs are not sustainable and don’t provide meaningful metrics and tools to achieve change. They are more event-focused and are more interested in getting good reviews rather than getting business results. By using the observable metrics and coaching tools provided, the impact of Paradigm training is sustainable and lasts long after the training event.
3. Training Customization
Paradigm training is customized to your industry, your products and your typical daily selling scenarios. The program addresses all of your unique selling challenges. Because of this, the program always gets 100% participation and buy-in.
“Al Patey is a master of adult learning. He’s an entertainer extraordinaire and knows how to hold a salesperson’s attention. He’s got a self earned PhD in sales psychology and is well versed in the best sales training methodologies today. Sales Mastery is outstanding!”
John Martin - Sales Training & Education Manager
Cardiac Science, Bothell, WA
FOUR UNIQUE CONCEPTS IN SALES MASTERY
These skills and concepts are unique to Sales Mastery and will help salespeople differentiate themselves from the competition. This will ultimately increase closing ratios and dramatically improve sales productivity.
1. Crowbar Questions
Salespeople are taught how to create and use “crowbar questions” which are used to create needs that the prospect doesn’t know they have … in areas where you have a superior solution. Crowbar questions are used to position your differentiating features, capabilities and pillars as prospect needs.
Your solution to these new needs make your presentations more meaningful and more powerful than your competition.
2. Pillars of Strength
Salespeople are taught how to create and use “pillars of strength.” Pillars represent unique capabilities that you have, that provide a superior solution to very important prospect needs. Pillars are “need oriented” not product oriented. By positioning your pillars as prospect needs you create a superior value proposition.
Your pillars provide superior value, over and above your product.
3. How to Offer Customized Solutions
Many salespeople give generic presentations that pitch features and benefits. These tend to be boring and provide little value.
Salespeople are taught how to customize their presentations using the valuable information gathered in needs assessment. This totally changes the selling game. Customized benefit statements quantify the impact of your solution and give the prospect cost justification for the purchase.
Customized benefits provide infinite value over generic benefits.
4. Customized Sales Process
Most sales organizations do not have a structured sales process. Everybody does their own thing which is ineffective and cannot be supported by management. A sales process is a list of steps and activities that should occur at each progressive interaction with each buying influence throughout the selling process.
A sales process gives your salespeople a roadmap for success.
“As a manager, the Paradigm sales and coaching programs gave me a concise framework and process for improving selling skills. It gave us instant results! Last year, our entire sales force unanimously rated Sales Mastery as the best sales training they had ever experienced. Every time I attend another session, I walk away with another piece of knowledge.”
Ward Sparacio – General Manager, Carrot Medical, Inc., Boston, MA
Former VP Sales, Sonosite, Inc., Bothell, WA and Confirma, Inc., Bellevue, WA