Over the last ten years, I have consulted with many organizations that seem to have a common problem – their sales force performance. Rather than get to the real root of the problem which is individual behavior and habits, they tend to grasp for the latest sales training fad, guru or gimmick that is going to magically transform their sales force into super closers and produce sales gold. It is in human and corporate nature to keep trying to improve and create processes that are expected to generate results or achieve established goals. But one thing that is almost always overlooked by sales trainers, sales systems, and sales gurus is the psyche of the individuals expected to perform. A basic principle, but one that makes 29i Sales Training unique and more successful than any other program out there.
In psychoanalysis and other forms of depth psychology, the psyche (pronounced \ˈsī-kē\) refers to the forces in an individual that influence thought, behavior and personality. The word is borrowed from ancient Greek and refers to the concept of the self, encompassing the modern ideas of soul, self, and mind. The Greeks believed that the soul or “psyche” was responsible for all behavior. Who you are and how others see you are all part of your psyche and this psyche is the root of all happiness, health, abundance and success. The ingredients that make up “you” are projected out to the universe, and in return, you receive what it is that you think about most. This is called “The Law of Attraction” and your psyche is the base from which this law operates. Change your psyche – change your results!
“Our dilemma is that we hate change and love it at the same time; what we really want is for things to remain the same but get better” – Sydney J. Harris
ITS ABOUT CHANGE!
My experience and my work as a consultant, trainer and coach has put me at the center of change and taught me how to deal with change and people’s reactions to it. Clients hire me because they clearly see that some sort of change is needed. You see, we all understand that if we want a top-notch sales organization with effective leadership, changes must be made to align yourself with that goal. Something must transform from its current state, to the desired state. This is change!
I mentioned earlier how most sales books and courses are designed to make you follow an unnatural programmed regiment based on the author’s success. It is important for me to mention once again that 29i is designed and written to give you the ingredients that are persistent with successful sales professionals. I have found that people absolutely hate being told what to do and that it is better to show them examples and have them formulate their own epiphanies. Basically, I will paint a broad picture of the ingredients required leaving room for your sales professionals to envisage how change will fit into thier psyche.
“Change is the essence of success. Be willing to surrender what you are for what you could become.”
HOW DOES 29i HELP YOU AND YOUR ORGANIZATION?
29i will help you to better understand the methods and techniques of top producers and how to apply them to your own style! You see, there is not one method or process to do it, nor one single person whose style you can imitate to get you there. The greatest sales professionals I’ve ever met, worked with and interviewed over the past 20 years all have their own unique styles. What they all have in common is how they’ve cultivated their ingredients, strategies and sales skills from many experienced people, resources and events. You set yourself up for failure when you follow only one person’s technique and fail to keep your mind open to other possibilities and experienced mentors. Great sales professionals have an uncanny way of collecting essential ingredients and creating their own styles.
Selling “skill” is best achieved via real-world practice supported by guidance from others who have taken the same career path previously and are generous enough to share their learning experiences. I’m a big believer in constant learning and refining of essential ingredients–not just from books, but from the day-to-day application of the selling process. Every month, I’m out in the field training sales professionals and helping them to overcome their lack of balanced ingredients. It’s amazing how many new skills and strategies you can pick up when talking with other successful sales professionals who are on top of their game. It’s critical to align yourself with the top performers. Whether you like it or not, you are the product of the people you are around most. The key to expanding your ingredients and perfecting your sales psyche is to have a constant high-quality stream of resources and top quality people from which to collect your information.
“To attain knowledge, add things every day; to attain wisdom, remove things every day.” – Lao Zi, Tao TeChing
One way to remove bad ingredients is by constantly adding fresh ingredients that push the others out. The reason why we hear the term burnout so much in the sales profession is because many sales professionals stop learning and studying new ways to be effective. You see, you need to be persistent and constantly upgrade your psyche with new information and remove things that do not work. Learning is how you avoid becoming stagnant and a good way to grow your sales wisdom.
29i is about individual growth which ultimately leads to professional growth and a drastic increase in sustained sales performance immune to the “wearing off ” effect of all the other ancient sales training methodologies.
Call Michael Simpson direct at 847-707-3507 to discuss your move into greatness!
