“Strengths Based Selling” Training

Last week I conducted my first Strengths Based Selling training session. We reviewed the Prologue and the first two chapters.

Before I write anything else, I would like to say that I rank my sales group and managers as among the best in the nation. Awareness and application of the concepts discussed in this book will aid and become part of each member’s tools to reach their highest potential. 

For me, and apparently for others, one of the best exercises was conducting the self-assessment on how each person’s Top 5 themes relate to their roles at Thermocopy. This is not always very apparent.

Another good exercise was the discussion about how much investment of time and practice we put into honing the skills to do our jobs successfully after our initial training for the job. It was apparent that most everyone felt that we could invest more time into practice.

The Key Points in each segment were as follows:

 

Prologue – Two Myths About Sales

•Anyone can sell.
•There is one “right” way to sell.
 
Chapter 1 – Defining Strengths
•Key Points
–Your talents are unique to you, capitalizing on them improves performance.
– A strength is the ability to consistently produce a positive outcome through near-perfect performance in a specific task.
–Developing your natural talents into strengths takes hard work; when you add skills, knowledge, and practice your natural talents become a multiplier in the strengths equation.
 
Chapter 2 – Strengths & Weaknesses
•Key Points
–Strengths-based selling is the application of individual strengths to achieve sales success.
–A weakness is something that gets in the way of your performance or in the way of the performance of another person. You can’t ignore your weaknesses, but you can use your strengths to manage them.
 
I am encouraged by the feed back I received about the relevance of the topics.
 
We will be reviewing Chapter 3: Prospecting in our next training session on August 10th.
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