Converting professionals into salespeople since Moby Dick was a Minnow....
No one goes into a professional services role with the intention of becoming a salesperson. No one.
Charlie works daily, in the trenches with all levels of professionals ranging from front line staff members in their first professional role to board members.
Sessions, processes and culture-changing initiatives Charlie facilitates:
That's right. It does NOT work. Here's where it fails. Sales training engages AFTER the seller says "hello". Your staff may be the most technically competent in their area of expertise, in their field of study. Technical expertise doesn't matter if they don't say "hello" to a sufficient number of prospects to grow their book of business.
Unless they say "hello" and engage with a prospect none of their expertise matters.
The problem is GETTING THEM TO SAY HELLO TO ENOUGH PROSPECTS TO BE SUCCESSFUL.
When you muster up the courage to ask Charlie why sales training alone doesn't work, plan on taking notes and drawing some models about what happens.
Afterwards you'll save the paper you wrote on and show it off to anyone that will listen.
That's what Charlie did when he learned why 80% of all salespeople fail or quit within 12 months.
That's what Charlie he did when he FINALLY understood what happens when it's time to prospect for new business and it doesn't happen.
That's what Charlie did when Frank said "draw an 'M' on the left side of your paper"....
That's what Charlie did....and has been doing everyday...since that fateful day in 1990 when he said "HELLO" to Frank who was kind enough to answer the phone.