Training Industry Magazine - Spring 2015 - (Page 25)

why by BYRON MATTHEWS PERSPECTIVE SELLING MAKES SENSE: Intellectual and Financial Shifts for a Different Selling Approach There's selling, just to make a short-term sale. And then there's perspective selling to share insight, stimulate ongoing sales and build long-term customer relationships. Perspective selling is taking what you know, think and experience, and then using the combination to create your own distinct point of view. It's converting input into insights - and then into sales. It's being smart about the decisions that have to be made in every interpersonal interaction. It's having the courage to bring up undisclosed problems, discover untapped solutions and uncover new ways to deliver value. It's being authentic, earning every customer's trust. Thinking differently helps you sell differently, and the result is a win for both the customer and the sales professional. Selling with perspective transforms the complexities and challenges of selling into financial and intellectual growth opportunities important to the success of every organization and industry. Sales leaders can offer perspective to their customers and sales teams when they have the ability to see the big picture. This picture helps them see the effect of a decision on the customer, the sale and the entire organization. This bigger vision is extremely valuable, earning the trust of their customers and sales teams. Providing perspective demands that sales professionals combine their professional sales competencies, business judgment and experience with their knowledge about each customer. T R A I N I N G I N DUSTR Y MA GAZ INE - SPRING20 1 5 I WWW.TRAIN INGINDU S T RY . C OM/ MAGAZ I NE 25

Table of Contents for the Digital Edition of Training Industry Magazine - Spring 2015

Soft Skills Make Up Vital Part of Corporate Training
Table of Contents
Guest Editor: Leadership: The Artichoke Effect
Focusing on Mindsets and Attitudes
The Importance of Soft Skills For Trainers
Social Simulators Bring Training to Life
The Power of Storytelling in Organizational Development
Leading Change with Resilience
Why Perspective Selling Makes Sense
Harnessing the Power of Teamwork
Collaborate to Innovate: Building an Innovation-Friendly Business Culture
Are You Using the Best Metrics to Evaluate Your Skills Training?
Influencing into the Future
Culture: The Enemy at the Gate of Innovation
Casebook: T-Mobile: Answering the Call for Leadership Development
Leadership is an Inside Job
Vendor Selection Tips for Corporate Sales Training
Checking Your Motivation to Lead
The Real ROI of Leadership Training: Soft Skills Lead to Hard Results
Closing Deals
Company News
What's Online
Training Talk

Training Industry Magazine - Spring 2015