Sales Training Seminars: NYSA Super Seminar Day

On Wednesday, May 25th, my team and I facilitated two sales training seminars in Manhattan for the NYSA Super Seminar Day 2016.

The two sales training seminars: How to Build a Winning Sales Team and Social Selling for Business Development and Recruiting were designed as discovery-based workshops.

My team was made up of Jonathan Allen, CEO of L&T Co., a content journalism company, my Marketing Manager, Rebecca Smith, and her Marketing & Sales Assistant, Arianna Miskel.

Sales Training Seminars: NYSA Super Seminar Day

I came away with the following breakthroughs after these sales training seminars:

  1. Discovery-based workshops connect more powerfully with an audience.

The participants in the group were actively engaged in a discovery with me.

My commitment in being a speaker was less about someone with “answers” and more about someone with questions.

I came away with valuable insights about selling, sales leadership, and what people are concerned about.

More importantly, the quality of the questions allowed us all to discover powerful insights; including helping us at CFS to forward the progress of our training on discovery-based selling.

  1. Confusion is useful.

When we talked about our assertion for the prevailing model of selling, sales leadership, and sales training, and how it does not work, people instinctively got it, even though they were initially confused in some places.

I discovered that confusion, or rather “managed confusion,” is actually a good thing. What I saw were people actually exploring and looking for answers, which put them in a discovery mindset.

The feedback from people who had worked their way though their confusion was amazing.

  1. People come up to speed on our material faster than ever before.

I was blown away by how quickly people grasped our assertion of the prevailing model for selling—how it’s akin to playing poker and how the new model makes the existing model obsolete.

Please note that there will be more about this in future blogs.

Our declaration that there is enormous, even brutal suffering around selling and people’s inauthenticity in selling situations—this sparked conversations that engaged everyone at a deeper level than I had witnessed in prior sales training seminars.

  1. Knowledge doesn’t put you in action.

I answered a question and in the answering discovered a new perception in our work.

The question from a member of the audience was, “how do I describe your Sales PlayBook so I can sell the idea to my partners?”

Hmmmmm. I immediately thought about how to describe what our PlayBook isn’t.

“It’s not a book—or anything resembling a book—even though it has ‘bookish’ qualities to it. That suggests a repository of knowledge, and it might be really good knowledge. Would you rather that your salespeople learn knowledge or get into action?”

Then I modified the last sentence: “actually, knowledge IN action.”

So, for me what impacts sales performance the most is not knowledge, but action.

  1. My team’s awesomeness.

With almost no pre-prep on the direction of the talk, Jonathan, Rebecca, and Arianna stepped up to the level of the conversation in the most agile and natural way.

They lived up to all my expectations, and then some.

What I really appreciated is how they engaged with unfamiliar territory, especially when discussing Social Selling—which for me and for most of the participants is a new frontier.

They also helped to propel the sales training seminars as discussions—adding valuable input to the conversation and assist in the discovery-based learning that we aim for at CFS.

So to put this in context: the NYSA Super Seminar Day 2016 was a groundbreaking event for everyone.

We got to publicly roll out our mission, which we will blog about separately, and left super-charged.

I’ll let a comment from one of our evaluations have the last word: “love the paradigm shift. New mindset challenge!”
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By | 2016-10-17T16:30:50+00:00 May 31st, 2016|Sales Success|0 Comments

About the Author:

Charles Bernard is the CEO at Criteria for Success. He writes about sales, sales leadership, social selling best practices, time management, and anything related to helping others make sales success a habit.

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