Games You Don't Have to Play

To Lead Others Well, First Know Yourself

Sales Development Center

Powerful New Sales Training Consulting and Coaching

Sales are made when needs are met. Your customers have both product/service needs and personal-approach needs. It is often the issues of personal approach that will stall or even stop a sale. If you can understand and predict the different personal-approach needs of your customers, you will increase your sales effectiveness.
—Susan Brock

Frustrated with Inconsistent and Unpredictable Sales?

Dr. Tony Andrews-Speed, PhD and associates, have developed a powerful new approach to dramatically improving the performance of sales professionals, from novices to veterans. This new system is highly effective for telephone sales, technical sales, outside sales reps, sales managers, entrepreneurs and non-selling professionals like engineers, architects, and consultants.

The reason most sales training doesn't work, is because it approaches the problem from the wrong end of the stick. Speed-Flanigan and associates' process brings about significant changes in your beliefs about selling. Once your belief system is open to learning at a deeper level, your mind can retain the new strategies and techniques. Then you will be able to confidently execute what you have learned.

The effectiveness of our process is what differentiates Speed-Flanigan and associates' approach to sales training and coaching and enables us to ensure performance improvements.

Ask Yourself These Questions

Are you frustrated because sales are unpredictable and inconsistent?
Do your salespeople usually have to discount the price in order to get the business?
Are you sick and tired of hearing that sales are slow due to the "economy"?
Do you think your salespeople are out there just "winging it"?
How can you know for sure which salespeople are going to produce before you hire them?

Why Most Sales Training Doesn't Work

Companies spend millions of dollars each year on sales training hoping for an improvement in their bottom line, yet most of the time they do not realize a sustained improvement. Maybe you've experienced this yourself.

In 1998, according to the American Society for Training and Development, only 19% of people who took a sales training course received any kind of sustained performance improvement. Sadly, most of the sales training being conducted today does not produce permanent skill enhancement or behavioral change in the participants. Why is that?

The flaw is in the learning model not in the content.

Most sales training is "information based" and is presented from an "intellectual" or "factual" point of view. Because the human brain quickly forgets most new information to which it is exposed, a few days after the seminar is over, the information has faded away.

Psychologists tell us that we consciously forget 95% of what we hear at a seminar within twenty-one days of hearing it. Yes, we heard it and we intellectually understood it, but we didn't retain it and we certainly can't execute or implement it a month later.

The flaw is in the learning model not in the content.

Think about how you learned the multiplication tables. You practiced over and over and over again. You did drills and flash cards for weeks and weeks until new neuropath ways were created chemically and electrically in your brain.

The same thing happened when you learned to ride a bike. You didn't take one lesson, then hop on the bike, and take off. Like most of us, you had to practice and fall down, and repeat the process over and over until one day your neurological system "got it" and then you "owned" the skill for life.

Selling is the same way, except it is more difficult than learning to ride a bike or memorizing the multiplication tables. Companies, managers, and salespeople all want to short cut the process. They want an easy, fast, painless method that does not exist and they continue to be seduced by the promise of the one-day miracle seminar or the magic book or tape.

Working On the Wrong End of the Problem

Many of the questions we get asked by salespeople tend to be "how to" or "technique" type questions. These questions are usually the wrong questions to be asking. Why?

Selling is not about what you do. It is about who you are. We have known for years that our belief system is far more important than any techniques we might use. Belief has to do with belief about product, market, company, competition and, most importantly, belief about our self. According to Denis Waitley, "we don't get what we want in life but we do get what we expect."

Selling, like life, is a self-fulfilling prophecy. Instead of harping on "how to," we should be asking ourselves, ССWhy am I having these problems?" What beliefs are getting in the way of my success? What self-limiting beliefs do I need to change? To be truly successful in life we have to be honest with ourselves and be willing to change.

There is a rule of human nature that says: You can only perform in life in a manner that is consistent with how you see yourself performing. What you visualize you materialize. That's what Napoleon Hill wrote about in "Think and Grow Rich." The key word being ССThink." Whatever circumstances you and I are experiencing at this moment are because of the way we think. And what we think is ultimately our own responsibility. We can't blame the economy, the competition, our company, the industry or anything else for what we think.

Call Tony now at 336.315.6000. Find out if you would be a candidate.