Elevating Performance (HD)

EP 11, Ch 5 – Building Sales Resilience: Military Techniques for Sales Excellence with Paul H. Pearce

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Paul H. Pearce discusses the parallels between military training and corporate sales, emphasizing the importance of discipline, repetition, and methodology in achieving sales excellence. He highlights the need for sales teams to practice and rehearse their techniques to build readiness and confidence.

The discussion also touches on the Forgetting Curve, illustrating how quickly information is forgotten and the necessity for leadership to reinforce training and methodologies to ensure retention and effectiveness in sales practices.

Key Topics

  • Discipline and repetition build readiness in sales.
  • Salespeople must rehearse techniques until they become second nature.
  • Methodologies in sales ensure consistency and effectiveness.
  • The Forgetting Curve shows that most information is quickly forgotten.
  • Leadership must actively support and reinforce training methodologies.
  • Accountability in sales requires visibility and inspection of practices.
  • Sales teams should practice objection handling and discovery questions.
  • Effective sales presentations require a structured approach.
  • Engagement in sales conversations is crucial for success.
  • Training should be integrated into regular sales activities.

    • Guest

    Paul H. Pearce, President Americas, Great Demo!

    Chapters

    00:00 Military Training and Corporate Sales Parallels

    02:42 The Importance of Methodology in Sales
    05:32 Understanding the Forgetting Curve
    06:33 Leadership's Role in Sales Training Accountability

    About Elevator 321 and the College of Coaches

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    Elevating Performance (HD)By College of Coaches