Dynamic Communication Coaching
The missing ingredient is simple...
What's missing in most sales training is practice with rigorous coaching.
Fewer and fewer Sales People know how to VERBALIZE the important stuff like competitive advantages, a potent value proposition and great responses to the most likely objections. Instead, they rely more and more on technology while their interactive skills get weaker and weaker.
Every year, sales training becomes more theoretical, analytical, technology-based and discussion oriented. Important topics are brainstormed, discussed, case studied, evaluated and put into elaborate planning models. And, no doubt, there’s a place for this, especially in long cycle, complex sales. However, what causes most sales people to fail has nothing to do with these topics.
When a sales person has the verbal power to communicate these things with confidence, their sales results improve quickly. Then, the more refined topics like account development, CRM utilization, personality analysis and social media marketing will have more impact. Dycoco has fantastic account development programs as well, but 90% of the time, even with experienced sales teams, what they need is a rigorous coaching experience that really challenges them to up their game when it comes to verbalizing the basics.
We have found, over and over, that when sales managers actually watch live their people answer the question about competitive advantages they are astonished at how ineffective their people really are. However, they are equally astonished at the quick progress they see as a result of the Dycoco Training/Coaching approach.
The three most common causes of failure in sales are:
Amazingly, every year, less and less training covers these topics. We agree that elaborate account development models and interesting personality analysis are interesting and intellectually stimulating as a training topic, but, unfortunately, it doesn’t move the needle nearly as much as the more fundamental skills areas that more and more sales professionals do not possess.
Dycoco has mastered the training and coaching processes to quickly and dramatically improve sales teams ability to verbalize the information that generates sales. Our trainers are much more like Navy Seals Trainers/Coaches than the analytical trainers that lead most sales training program. A Dycoco training program feels more like a workout in a gym than an academic experience. It’s challenging and participants MUST perform under pressure. They learn to verbalize stuff that really matters like: