In today’s sales world we should eliminate Sales Training and replace it with Sales Simulation. Today we have Flight Simulators, Driving Simulators, Surgical Simulators, Farming Simulators and more. Why? Because through simulation average people can become experts without years of experience.
What is Simulation? According to Wikipedia, Simulation is the imitation of the operation of a real-world process or system over time. The act of simulating something first requires that a model be developed; this model represents the key characteristics or behaviors/functions of the selected physical or abstract system or process. The model represents the system itself, whereas the simulation represents the operation of the system over time.
Simulation is used in many contexts, such as simulation of technology forperformance optimization, safety engineering, testing, training,education, and video games.
Key issues in simulation include acquisition of valid source information about the relevant selection of key characteristics and behaviors, the use of simplifying approximations and assumptions within the simulation, and fidelity and validity of the simulation outcomes.
To create a Sales Simulator we must first have accurate, validated information for our model. Before a company can create a Sales Simulator they must have a process to track and validate every part of the sales process. What is the actual CPSI? (The ratio of Contacts to Presentations to Sales to Income.) What opening statements and qualifying questions provide the most Presentation Opportunities? What presentation of the benefits of the product or service gets the most sales? What objections do we hear most often about our product and service and how do we best overcome those objections? What closing techniques create the highest closing ratio? How many times do we have to ask closing questions until we get an acceptance of our offer?
When the first shuttle astronauts returned from space they were asked about their experience. They each said that their experiences aboard the space shuttle were exactly like had practiced hundred’s of times in the simulator. The experiences weren’t new or surprising to them. They were prepared for every experience.
Once a company has developed a system to track all of this data and it is compiled, we can now create a Sales Simulator. That Sales Simulator will take a new hire and prepare them for nearly every situation they may encounter in a sales opportunity.
It is a fact that 20% of all Salespeople sell 80% of all products and services sold. These Top Performers understand every part of the Sales Process and are prepared to maximize every opportunity to make the sale. A true Sales Simulator should teach the new salesperson everything a Top Performer knows and does during the Sales Process. A Sales Simulator will teach a new hire what the Top Performers in the company do to get the highest closing ratio.
Every step of the sale in the Sales Simulator can be documented in a training manual that the new salesperson can review. Unfortunately the training process for many sales companies today, consists of training new salespeople on the product or service, the pricing, and how to enter the sale into the system. Today, there is little time spent on training the new salesperson on the HOW to Sell, and the WHY people say yes.
The Sales Simulator will generate Predictable, Repeatable Results from day one when a new salesperson begins selling.
A Sales Simulator will:
- Increase sales
- Increase revenue
- Reduce the turnover of salespeople
- Create a more profitable company
Does your company have a trackable Sales Process? Are you training new salespeople how to sell like a Top Performer? Do you have a Sales Trainer or a Sales Simulator?
Jeff Raver is a John Maxwell Certified Speaker, Coach and Trainer and has been training and coaching Top Performers for over 20 years.
If you are ready to develop a Top Performer Sales Process and Sales Simulator you may contact Jeff at Jeff.Raver@BeginToWinNow.com for a FREE Consultation.