In this episode of Sales [UN]Training, hosted by Kelly Riggs, our guest David Brock shares his insights on why traditional sales training methods often fall short and how curiosity can be the missing link between your team’s current performance and crushing their number. Brock, the CEO of Partners in EXCELLENCE and an experienced sales expert, discusses the importance of curiosity, critical thinking, and problem-solving skills in sales. He highlights the need for salespeople to focus on understanding the customer’s business and their specific needs, rather than simply pushing for product sales. With captivating anecdotes and practical advice, Brock offers a fresh perspective on how sales training can be reimagined to truly empower salespeople and enable them to effectively connect with customers.
Throughout the episode, Riggs and Brock delve into the misconception that sales training revolves solely around product knowledge and selling techniques, exposing its limited efficacy in driving success. They emphasize the significance of developing financial acumen and business expertise among sales teams to establish credibility and have meaningful conversations with customers. The importance of cultivating curiosity and collaborative discussions both within the organization and with customers is explored as a means to stand out from competitors. With an insightful exchange of ideas and thought-provoking examples, this episode challenges the traditional sales training approach and offers valuable strategies for transforming sales performance.
2:00 – Why are things like a business and financial acumen even important to a salesperson?
8:00 – The enormous opportunity of admitting that they way you’ve been doing things is broken
12:00 – Connecting financial acumen to the customer’s experience
16:44 – Training is important but we’re training the wrong skills
20:45 – The power of collaborative conversations and curiosity
23:00 – What can you do right now to change your company’s sales culture?
Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.
Get more Kelly: www.BizLockerRoom.com.
Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.