The Program On Persuasion® was designed specifically for sales organizations in the coatings industry looking to differentiate themselves from their competition and create a point of distinction. However, we have found that the methodology, teaching techniques, and the retention process works regardless of sector.
Our first level of focus is on the sales professional. We speak the language of the salesperson because we are sales people. We utilize examples, metaphors, and role-playing that are specific to the salesperson’s daily real-world environment. The credibility that our instructors command because of their sales experience and thorough understanding of the sector, engages, entertains, and educates the sales profession. The post-training execution imprints behavior, creates new habits, and insures retention.
The sales manager is the key to retention and actual results. The level of manager ownership is the primary predictor of behavioral change within the organization. We embrace the manager from the beginning, teaching them a coaching methodology that greatly improves their effectiveness. The Program On Persuasion® insures manager “buy-in” with our personal coaching process. The manager is prepared, from the onset, to learn the program with the paradigm of teaching it. Our people, @ the Program On Persuasion®, through personal coaching, hold the managers accountable for developing their salespeople with coaching, the managers hold the sales professionals accountable for the post-training execution.
The sales leaders cho0se to outsource their sales organization development to us to get results. Utilizing Fred Reichheld’s Net Promoter Score described in his book The Ultimate Question, we are able to measure the impact we are creating with the customer. We are able to dial-into the likelihood that our customers will refer us (Promoter) via word of mouth before and after the program. There is a precise correlation between NPS improvement and market share gain.