Our second training philosophy is that for training to be effective, we must use a three pronged approach. We often refer to this as the “success triangle”. The three corners of the triangle are Behavior, Attitude, and Technique.
Attitude: Attitude is at the top of the triangle because it drives performance. People will only perform in a manner that is consistent with how they see themselves conceptually.
Therefore, increasing self esteem and confidence and reducing “head trash” or negative belief systems will drive increased behavior.
Behavior: Without proper consistent behavior nothing happens. Prospects do not knock on your door ready to buy, send you a purchase order unsolicited, nor do they supply you with lists of qualified referrals. We train people to recognize appropriate behaviors and implement the strategies necessary to get to prospective buyers eager to purchase your products or services. Behaviors must be tracked and monitored.
Technique: The training teaches new techniques to make you more effective when you are in front of prospects and clients. Gatekeepers recognize most scripts that salespeople use. Prospects have grown weary of tired old closes that salespeople have been using for the last 50 years. We deliver 21st Century techniques that make the sale “invisible,” that is, they never see it.