Sales is the most common profession in the United States – but it’s one of the most challenging. According to a recent study by CSO Insights, only 53% of sales professionals are meeting or exceeding quota. And that percentage has fallen every year.
Why is sales getting harder? For many salespeople, the most common tactics – like pitching early, providing information, and pushing for a yes – are outdated. They don’t fit the needs of the modern buyer.
Sales has evolved. And it’s time for salespeople to catch up.
Modern buyers have more information at their fingertips than ever – and, more often than not, they’re coming into a conversation with a sense of their options. In fact, recent research shows that 67% of the buyer’s information-gathering happens digitally. If you spend your sales conversations giving more information than you gather, you’re no more valuable to the buyer than a Google search.
In fact, the top two complaints from buyers about the salespeople they’ve worked with are “self-centered behavior,” and “not listening to their needs.”
Today’s buyers don’t need information, they need advice.
A 2017 Salesforce report showed that 79% of buyers are more likely to buy when a salesperson acts as a “trusted advisor” – someone who will ask questions, diagnose the buyer’s problem, and create a solution tailored to them. The sales relationship is becoming increasingly collaborative: where buyer and seller work together to solve a common problem.
The modern buyer needs a modern sales approach. But finding the right buyers, qualifying them, and guiding them toward the best solution is easier said than done. It takes expertise and skill. It takes effective sales training.
That’s why we formed our exclusive partnership with Sandler Training to bring to market Sandler’s award-winning methodologies delivered in our Microlearning lesson format. Now, we’re excited to announce that our content is available for purchase.
Introducing The Sandler + Grovo Microlearning Sales Bundle
The Sandler + Grovo Microlearning Sales Bundle includes 240 high-quality, single-concept lessons that are available in the flow of work, enabling salespeople to adopt valuable behaviors, attitudes, and techniques over time.
The Sandler Microlearning Collection: The Selling System consists of 80 co-created lessons from Sandler and Grovo. Additionally, the 160 companion Grovo Microlearning lessons cover professional skills training that will enhance your sales team’s effectiveness.
Topics in The Sandler Microlearning Collection: The Selling System
- Introducing the Sandler Selling System
- Bonding and Building Rapport with Your Prospect
- Setting Up-Front Contracts with Your Prospect
- Questioning Strategies
- Uncovering Your Prospect’s Pain
- Talking Budget with Your Prospect
- Your Prospect’s Decision-Making Process
- Closing the Sale: Building a Relationship to Last
Topics in the companion sales training content from Grovo
- Measuring Impact with KPIs
- Making Decisions
- Working Remotely
- Building Productive Habits
- Developing Grit and Resilience
- Professional Writing
- Giving Presentations
- Working Across Cultures
- Building Influence
- Owning Your Personal Brand
- Downloadable assets such as sales frameworks and worksheets designed for sales teams to better understand and improve sales processes
- Mixed-media, real-world examples so sales professionals can see how it’s done
- Testimonials from real Sandler learners and trainers
The Best Sales Training Methodologies Meet the Best Modern Learning Solution
For many of today’s salespeople, the job is getting harder. But it doesn’t have to be that way. By following a repeatable system to diagnose and solve prospects’ problems, salespeople will work more efficiently and form better prospect relationships.
From discovery to qualification to closing a sale, The Sandler + Grovo Microlearning Sales Bundle will help systematize your sales team’s success.
Bring your sales team into the modern age of selling. Make The Sandler + Grovo Microlearning Sales Bundle the foundation of your sales process and learn more about the bundle.