The document summarizes a sales training presentation by Mike Esterday and Terri O'Halloran. The presentation explores why many salespeople fail and identifies five critical dimensions of sales success: view of selling, view of abilities, values, commitment to activities, and belief in product. It emphasizes that attitudes, values and beliefs have more impact on success than skills and knowledge. The presentation provides coaching tips to help salespeople in each of the five dimensions and stresses the importance of structured follow-up training to reinforce learning and application.
4. Chat Participation Question
Sales Challenges
Closing
Identifying
Customer Needs
Attitude
Getting
Referrals
Organization
& Time
Management
Working
Through
ObjectionsProspecting
Setting
Appointments
Listening
Confidence
Motivation
Please enter your answer in the chat box
6. POLLWe’d like your opinion …
Polling Question #1
What percent of sales success is due to
attitudes, values, beliefs, motives and
achievement drive?
7. Success Factors
A person’s attitudes,beliefs
and values have more to do
with the levelof success
they achievethan
knowledgeor skills!
Knowledge & Technical Skills
Attitudes, Values, Beliefs, Motives
and Achievement Drive
85%
15%
11. Three Views of Selling
2
1
3
Transaction Focus – completing
a transaction
Product Focus – getting people to
buy your products or services
Customer Needs Focus – identifying
and filling needs and creating value
12. POLLWhich One is Most Prevalent?
Polling Question #2
Which is representative of most salespeople?
14. Coaching Tips
View of Selling
Reinforce that selling is identifying and
filling needs and creating value
Model positive, customer-focused sales
behaviors
Reinforce the value your products create
for customers and organizations
18. Chat Participation Question
What are some things people
think or say that illustrate
limited beliefs?
Please enter your answer in the chat box
Your thoughts?
19. Coaching Tips
View of Abilities
Help people set and achieve stretch goals
just outside their comfort zone
Look for and reward slightest
improvements
Communicate your belief in their abilities
to perform at a higher level
23. POLLWhich one is most common?
Polling Question #3
Which value is most commonly listed in
Fortune 500 Companies?
24. Coaching Tips
Values
Communicate your expectations about
ethical behavior
Model the values and behaviors
you expect
Hold them accountable to positive,
customer-focused values
25. Positive Selling Values
“I view selling as doing something for you, not to you.”
“I believethat I’ll be paid consistent
with the value I create.”
“Doing the right thing because
it’s the right thing to do.”
“I will strive to only sell you what
is the best solution for you.”
27. As She’s Walking Away
“I couldn’t find the words to say,
My heart won’t tell my mind
To tell my mouth what it should say.
Now I’m falling in love as she’s walking away.”
28. Coaching Tips
Commitment to Activities
Help them set clear, written goals
and report on progress
Discuss difference between wildly
important and non-productiveactivities
Communicate expectations for high
performance sales behaviors and results
30. Coaching Tips
Belief in Product
Communicate how products create value
for customers and organizations
Focus on extra value they createbeyond
the product
Stress the benefits of representing an
organization with strong values
31. Sales Congruence Model
Congruence releases energy
and achievement drive.
Gaps create conflict
and disengagement.
View
of
Selling Commitment
to
Activities
Values
View of
Abilities
Belief
in
Product
Congruence
™
36. Initial
Workshop
Interactive
Intro concepts
Practical Tools
Structured
Weekly
Follow-Up
Meeting, web or telecon
Share successes
Accountability to practice
Team building
Real world application –
“Real Play”
Pre
Assess
Post
Assess
Ongoing
Reinforcement
Managers model,
coach, support
Reinforcement tools
Advanced sessions
Marketing & HR
alignment
Delivering Sustainable Results
Pre-Work
37. The Forgetting Curve
People forget 75% of the information they
receive in a training event within 48 hours
if they do not immediately apply what they
learned and receive coaching or feedback.
Research Ebbinghaus & Goddard
Findings:
38. Initial
Workshop
Discovery Learning
Interactive
Positive
environment
Principles-based
Role-play
Structured
Weekly
Follow-Up
Real world application … “Real Play”
Appeal to different learning styles
Repetition
Time lapse
Accountability
Positive peer pressure
Support network
Recognition
Build belief
Managers model and support
Pre
Assess
Post
Assess
Ongoing
Reinforcement
Adult Learning
39. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application
2. Leaders/Managers First Increased Engagement
40. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application
2. Leaders/Managers First Increased Engagement
3. Principles-Based Content Works for Everyone
41. Powerful Training Principles
Success Factor: Benefit:
1. Structured Follow-Up Stronger Application
2. Leaders/Managers First Increased Engagement
3. Principles-Based Content Works for Everyone
4. Focus on Attitudes & Skills Addresses Cause of Behavior
42. Learn More
Readthe e-book
Schedule a discovery conversation
800-646-8347
Attend an upcoming Integrity
Solutions certificationin Nashville or
Scottsdale
www.integritysolutions.com
44. About Integrity Solutions
Integrity Solutions
45+ years– innovativesales,
service and coaching solutions
Trainedover2,500,000
people from 130+ countries
Creatinghigh performance
cultures and impacting business
results!