After the short video introduction, please consider this post and leave your comments...
If you’ve been around sales and sales training long enough, you’ve seen and heard pretty much everything. But in the end, growing revenues is the ultimate proof of results.
And really, you’re still just qualifying, recommending, overcoming objections and closing...so what really changes?
Maybe it’s not the what that changes; maybe it’s the how. In this case, I’m talking about how you prepare, to improve sales results.
With our clients, the change in how has become familiar, but for some it may be relatively new. You see, we’ve thrown out linear, page-by-page e-learning and replaced it with the one-two punch of exploration and experimentation.
Working from this approach, 76% of over 1,000 sales managers recently told us our courses had increased their sales by an average of 12.5%. Based on client revenues of approximately $8 billion, that would be an increase of another cool $1 billion. That’s exciting, but let me be quick to add that this is anecdotal data. Still, as I like to say, even if they’re half right...
The way we naturally learn is by exploring the possibilities, and then experimenting and trying things out. In short: learning by doing. And learning by doing is at the heart of the approach we call PowerSims™. Through PowerSims, our learners gain valuable practice by applying new knowledge within a simulated selling situation.
Practice...mistakes...feedback. The sims are a safe place to learn and build confidence. And I think they’re particularly appealing because of the avatars we use. The avatars lip-synch to the audio. And the emotion in the voices, combined with their body language, make the experience very real...very social and engaging.
From the same survey mentioned above, sales managers also “agreed or strongly agreed” that our courses helped salespeople to:
- 96%...recommend the right solution or product,
What else do the learners say?
- 93%...overcome customer objections to close the sale
It’s interesting to me that our 50-something learners give us the same feedback about avatar-driven simulations as our 20-something learners. In our surveys, learners “agreed or strongly agreed” that:
- 95%...avatar, simulation-based courses help salespeople overcome specific objections and close the sale
- 81%...characters and simulations increase the learning in a course
- 85%...actually meeting the customer characters made them more real for me
- 89%...it was helpful to observe the retail sales character’s approach to selling
- 92%...the avatar coach provided useful insights and advice on customers and selling
- 89%...it was useful to actually practice selling to the customers
Any way you slice it, these are pretty interesting numbers.
But you know, one of the biggest complaints we hear is that people just don’t have the time to learn. So I find it particularly interesting that in the same survey as I’ve bee quoting above, 89% of participants said the learning value made it worth their time, to go through the selling simulations more than once.
I’ve said this many times...if the value to the learner is there, so is their time and commitment.
And that’s how you get great sales results!