Sales Development
At Confianza, we focus more on sales development rather than sales training. Training is often a one-time event. We believe it’s more important to establish a foundation – to equip sales professionals with the tools and resources necessary to become successful.
There are so many development topics that it’s hard to list them all. But we believe in THREE core principles that is needed for development:
Develop salespeople to create compelling "WHY" statements instead of traditional elevator pitches. The elevator pitch focuses on what you do instead of the WHY you do it. It’s time for sales professionals to ditch the what and explain the WHY.
Customers buy the WHY not the what.
If a customer already knows they have a problem before a sales professional walks in the door, what makes you think they’re going to fix it just because they showed up? However, if a sales professional uncovers a problem that the customer didn’t know they had during your meeting, how much more value did they just bring to the table?
We need to develop sales teams to focus on PROBLEM-FINDING instead of problem-solving.
It’s important that sales teams shift from transactional selling to a CONSULTATIVE approach that focuses on long-term value.
Become a trusted advisor rather than just a salesperson. Provide ongoing support and expertise beyond the initial sale. Become accessible by regularly checking in with customers to ensure their needs are being met as well as expectations.
