Motivational Sales Training in Denver

Effective salesmen and women have perhaps the most direct impact on a company’s bottom line.

So it makes sense to invest in the best possible training for them. Great motivational speakers empower people to get ahead in their careers and have the maximum possible impact on their organization.

Recently Joel Garfinkle put on a motivational sales training in Denver for an international company.

He spoke on increasing sales by moving toward value-based interactions.

“Value based leaders don’t focus just on closing the sale”, Joel said. “They seek to build stronger client relationships and solve long term problems.” Over time, these value-based sales people find they need to do less seeking out and selling. More and more, clients come to them asking for help with their problems.

The Denver audience appreciated Joel’s clear, 12-step approach to turning struggling sales people into powerful value-based problem-solvers that could dramatically increase sales productivity. It’s a change in vision.

Joel first presented these points to help sales people become more value-based.

• Manage your business 9-12 months out.

  Rather than just focusing on closing the sale today, seek to build relationships, understand client needs and look at the long pictures. Referring the client to another company who can better serve the immediate need may build trust that results in years of loyal sales in the future.

• Understand the customer’s big picture needs.

  Don’t be so focused on the immediate deal that you don’t take time understanding the big picture of the client. When you understand the deeper problems, you can be more effective in solving them.

• Solve business problems with different/non-typical approaches.

  Value-based sales personnel open their mind to a broad range of possibilities. They are the advocate for their client and seek out-of-the box solutions when needed.

• Communicate.

  You want to build rapport and raise your level of engagement with customers. Ask customers about their problems and goals, and then listen. When you show interest and caring you build relationships. As you listen, you’ll find more ways your products can solve their problems.

• Think strategically and big picture.

  Do your best to meet their initial needs… and at the same time strategically position your company to be the first choice for their larger issues.

• Get the customers to rely on you more.

  The more you know about your customers and their products and needs, the more valuable you become to them. Naturally they will turn to the most knowledgeable person to help them.

• Showing the value of your products.

  Be specific in how your products benefit them. Show the client how they lead to greater profitability.

• Metric driven proposals.

  Proposals need to have validated financials to justify investments. When the numbers are solid, you build credibility and trust.

After a brief break, Joel’s motivational sales training in Denver resumed with these final points. These areas help value-based leaders build their own sales team and position their company to impact even at the CEO level.

• Manage and mentor your people.

  As you grow in value-based strategies, you’ll need to train your people. Clear direction and positive feedback are essential ways for managers to empower people. If they can’t keep up with your success due to lack of training, they will leave.

• Collaborate with others.

  You’ll find increased sales as you are willing to collaborate with others in order to find and give the best solutions to your clients. Value-based sales is more cooperative and less competitive.

• Build relationships with the CEO’s COO’s and CFO’s of your customers.

  Value-based sales people add considerable worth to their client’s companies. This gets noticed. You get noticed. Build on those relationships until you influence the top people.

A motivational training with clear tools and strategies for implementing change, like the one Joel gave in Denver, will have a lasting impact on employees. It not only motivates them to reach higher, but gives them expert guidance on how to get there.

While you may not have been able to attend Joel’s sales training in Denver, you can still apply these techniques. The outcome of higher sales… and easier sales should motivate you to put in the effort to learn these skills. When you do, you’ll find your clients reaching out to you with request for bigger and bigger projects.

Remember, making the most of a motivational training is an ongoing process that includes preparation and follow-up. Open communication with the speaker will ensure he or she understands your needs and will deliver the strategies your employees need most.