Out of date and in danger

Got to admire their confidence!

Though I suspect you're correct in your intuition that they need to make some shifts

Instead of trying to force the training on them, run a session to help them realise that they need to do this to stay competent and competitive.

Salespeople have to stay relevant to customers to be successful in selling today.

Use content that can help them think about the shifts that have been made from the way that we sell before to the way that we sell now.

Even some of the foundational elements of selling have subtly changed to be relevant today.

Also, there are new ways that they must be adopting which unless they are aware of could go unnoticed and lead them to be seriously disadvantaged

Let me give you some examples.

🔶 Process - is it focused around the seller selling or buyers buying?

🔶Psychology - are they reading this and using tools to help understand personality styles early on?

🔶 Benefit selling - are these now shaped around customer problems rather than your features?

🔶 Closing - using old fashioned techniques, or helping make advancements to help the customer in their decision making?

🔶 Consultative selling - are questions trying to create a pain or are they trying to validate a customer focused hypothesis?

🔶 Value based selling – are they instructing customers what value should be or trying to uncover this together?

🔶 Personal branding - is it clear that they are the ‘go to’ salespeople?

🔶 AI enhancement - are they using it to be better prepared than ever before?

🔶 Collaborative selling - is the whole focus on thinking like a partner and co-creating value together?

Just some of the areas to help them consider how they approach sales today

Things are moving on

This is an opportunity to adapt and prosper by being in a position to do what customers today want

🧡 Now is the time to act for everyone's benefit 🧡