Sales people are taught a generic process or strategy. Typical sales training programs teach participants how to identify prospects and develop their pipeline, make initial contact and ask questions to uncover needs, develop customer-focused solutions, prepare for and handle objections, and ultimately close the sale. What most programs do not teach people is the fact that their level of emotional self appraisal, regulation of emotion, use of intuition, combined with the influence styles is directly related to their success. Neuroscience guides us to a deeper understanding of ourselves and others.
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