Sales Training & Online Training
WHY SELECT PSU SALES TRAINING?
This is a very simple question to answer! Only PSU bothers to get the answers before they give them to you!
I. Only PSU evaluates each sales person individually before training to find problem areas.
How inept would a sales person be if they just gathered their prospects all in one room and spent hours telling them everything they know about their subject? Well, that is exactly what many sales training programs do, except they substitute the prospects for sales people. How can you possibly show a sales person what they need if you don’t find out yourself before training even begins? It’s like a doctor trying to operate without first taking the time to X-ray!
II. Only PSU designs an individual training program for each person.
What would lead anyone to believe the same sales training program will be suitable for all sales people? It doesn’t matter what program you are talking about. It will not satisfy the needs of everyone in the group. Some training programs are for confrontational personalities, and some programs are for more laid-back people. It’s like a doctor trying to prescribe the same identical medication to all of his patients without even bothering to examine them first. If it doesn’t work for a doctor, why should it work in sales training?
Many times up to 50% of sales people either attend training, but never utilize the techniques because they cannot see themselves performing them, or they don’t attend training at all. That’s why sales don’t increase. While PSU has the capability of training all possible sales techniques, only PSU designs the training program for each person, to make sure it will be implemented because it blends with the sales person’s personality.
III. Since you play the way you practice, only PSU has developed a Sales GPS technology to function just like the GPS in your vehicle. If you make a mistake while traveling, the GPS corrects your mistake immediately.
The PSU Sales GPS performs the same function. The object is for the sales person to go through the entire sale from start to finish without making a single mistake or omission. If a mistake does occur, the Sales GPS instantly stops the sales person from progressing and immediately provides the correct technique, step for step, and word for word. This process is repeated until the sales person’s techniques are free of error.
IV. As mentioned earlier, sales success is only 20% skill or technique, and 80% self confidence and attitude. Only PSU has developed an extensive program to develop a winning attitude in higher levels of self confidence, eliminating fears, building solid relationships, being more successful in your career and, only if you request it, increasing your strength in your particular faith.
PSU is very unique in the fact that it not only focuses heavily on perfecting all available sales skills and techniques offered anywhere, it also focuses just as heavily on helping the sales person develop a rock solid foundation of attitude and self confidence from which to execute those sales techniques to much higher levels of accomplishment. The sales person is not merely concentrating on trying to make a sale, now they are actually focusing on up-selling, cross-selling, increasing their activity base, and actually growing their business to much higher levels of sales and profit margins.
BEST OF THE BEST SALES MANAGEMENT TEAM BUILDING
Most sales teams not only fall short of their greatest performance potential, but it is a never-ending battle just to reach their sales objectives for the year.
The reason is, through nobody's fault, most sales managers are simply shooting in the dark! They do not have concrete answers and solutions to the following four sales issues.
THEY DON'T KNOW
· The specific sales strengths and weaknesses of each individual sales person comprising the team.
· How to eliminate or correct these weaknesses that cause lost sales, on a one-to-one basis.
· How to help sales people get higher levels of activity and more appointments with actual decision makers.
· How to motivate each individual to higher levels of achievement by positively increasing their self image instead of merely focusing on results.
PSU has the most concrete solution to all four of these issues. Let us take you to higher levels of success than you would have ever thought possible.
FIRST - What do sales managers manage? They manage their people. PSU is the only program to evaluate each sales person individually BEFORE training, and give this information on strengths and weaknesses to the sales manager. Now the manager knows their people, individual for individual, better than ever before. If a sales person loses a sale, now the manager knows why, and they can tell the sales person specifically what to correct, not either increase your sales or you’re fired.
SECOND - A program is designed for each sales person, and they are trained totally one on one, so in meeting with the sales manager, if a request is made to the sales trainer by the manager to correct a certain problem, that issue can easily be inserted in the 12 weekly sales training seminars and live training via telephone.
THIRD - Each sales manager can now request the sales person to obtain specific information while qualifying, so the manager will be more well prepared to assist, and those specific steps can be practiced to perfection on the PSU Sales GPS.
FOURTH - All sales management techniques are thoroughly taught during training, along with all sales techniques because you would be surprised how many sales managers were excellent sales people but sold heavily on their personalities. Now they are a manager and tell their people to do it just like I do it, but the sales people do not have the personality strengths of the manager.
SATISFY SALES PERSON’S NEEDS
One of the most basic objectives or goals of a sales person is to find and satisfy the prospect’s individual needs. Any sales person who cannot find the prospect’s needs will have great difficulty in being successful.
Even in a marriage the same basic concept holds true because the definition of love is need satisfaction. The problem with most spouses, however, is they never bother to first find out the needs of their spouse before trying to satisfy them.
This same concept holds true for sales training! How can you possibly satisfy a sales person’s individual needs unless you first find out specifically what they are? You are not a mind reader! You are a sales trainer, and there is no logical way to find out a sales person’s individual needs as long as he or she is involved in a group for training. This is why PSU trains exclusively one on one, to provide the following benefits:
Evaluate each sales person individually before any training.
Design an individual program to correct weaknesses found in the evaluation and build upon strengths.
Train, coach, and role play totally one on one to insure success.
Sales GPS to self correct and practice to perfection.
Program to build individual self confidence and eliminate specific fears.
FIND REASON TO BUY
Most people try giving a prospect a reason to buy by telling him a wonderful story about all the wonderful benefits that can be provided. Unfortunately, four things can happen and three are bad for the sales person.
(only good outcome) - Prospect may be impressed.
(BAD outcome) - Prospect may actually dislike your solution.
(BAD outcome) - Prospect may not feel he needs this solution.
(BAD outcome) - Prospect may not believe what you say.
So the best way to give a prospect a reason to buy is to find out what specific problems the prospect has, and what these problems are costing in time, money, and aggravation. Unfortunately, however, there are three obstacles to mastering this sales technique:
Our culture, by nature, is not comfortable in asking a series of questions on one issue before moving to another issue, let alone asking all negative questions.
Because this is such a drastic departure from everyday behavior, one-on-one-training & coaching is required for success.
Finding painful problems is a technique taken directly from the field of Psychology, and requires one trained in that field to maximize the amount of learning. If not, the line of questioning will be superficial and ineffective. PSU makes sure this component is trained by a Doctor of Psychology.
2 HOURS OF FREE SALES TRAINING
PSU Sales Training provides a program no one else can come near matching in advantages for your sales staff over their competition, and in actual results of increased sales and profit margins.
The key here is PSU has been able to increase sales faster and higher than anyone else can, because we provide four tremendous benefits for your sales people.
Because this program is light years ahead of other programs, you literally have to experience it to believe it. So PSU is offering you a two-hour mini sales training session to show you how much progress one of your sales people can make even in that short time.
We offer two hours of sales training for one person, at no cost or obligation, in the comfort of their home or office.
REDUCE SALES PERSON TURNOVER
High sales person turnover is a terribly expensive problem to have. When you consider the time it takes to find and recruit the right person, train them, wait for them to get up and running in their territory, and then run the risk of losing a customer because of that change, or competition outselling your rookie, this is a very expensive problem. This problem is generally cause by four possible reasons:
You hired the wrong person in the first place.
PSU solves this problem by providing the most accurate sales skill evaluation available today, at NO COST TO EXISTING CLIENTS.
No one has any idea what the problem is.
PSU solves this problem by again evaluating a sales person who is currently working for you, and this evaluation is more accurate than any other form of evaluation available. It will spot exactly what and where the problems are.
You see the problem, but don’t know how to solve it.
PSU solves this problem in two ways. First, it designs an individual sales training program for that specific person, to address and solve their specific problem ASAP! All other programs place all sales people in one class, and hope by some magical process to solve that person’s problems. Only PSU designs a separate program for each sales person, specifically why PSU consistently will increase your sales FASTER than anyone else can!
Second, PSU will train that sales person totally one on one, with one-on-one personal coaching, personal training, and role play. Everyone else puts sales people in groups and hopes they will somehow manage to learn what is being trained.
The problem has nothing to do with sales skills or sales techniques. It has to do with confidence, self image, and attitude.
PSU realizes that success in sales is only 20% skill, and 80% confidence and attitude. So it has designed a highly successful psychological program to perform the following functions:
Build self confidence.
Build up self image.
Eliminate fears of rejection and failure.
Develop a winning attitude.
Build up persistence and goal setting.
Now the sales person will have a much more solid foundation from which to execute their sales skills.
FREE SALES SKILL ASSESSMENT
We have mentioned numerous times that our sales skill assessment, created and designed by a person who is both one of the finest sales trainers in the nation, and a Doctor of Psychology, is one of the most accurate and informative sales skill assessments you will find anywhere.
We have also mentioned PSU is willing to perform this tremendous service at no charge, either for job candidates BEFORE they are hired, or for existing sales employees who are currently part of your sales team. So you might be asking yourself, “How is this possible; the finest sales assessment at no charge?
The reason is we consider this as part of our overall service to you, our customers. It is our obligation to know exactly what your sales people need, person for person, BEFORE we even begin training them. Because we do not allow guesswork, or the use of merely canned presentations to a group of sales people who are treated all the same even though they are all different in personalities, levels of sales skills, and individual sales problems, our highly accurate sales assessments are always our first step to taking your sales people further than anyone else can.
WHAT MAKES PSU DIFFERENT
In trying to gain a clear understanding of what makes PSU Sales Training different from all other training programs, you only need to look at the PSU Mission Statement, which states:
“A company’s sales staff is its greatest asset because nothing happens until something is sold! For this reason, PSU will make every effort to provide every possible advantage to each individual sales person on a one-to-one basis.
These advantages include the following:
Each sales person is an individual and should be treated accordingly, not like a number or a mere member of a group. Each sales person has certain strengths to build upon, and certain goals to either be achieved, or raised to higher levels. They also have certain needs, concerns, or fears that must be successfully dealt with or eliminated. These objectives can only be accomplished on a totally one-to-one basis.
Each sales person is entirely too important to allow for mere guesswork in their treatment. For this reason each sales person must be thoroughly and accurately evaluated, and an individual program must be created for each sales person to specifically address each issue discovered in their evaluation. This method is the best way to insure successful results.
PSU has gone out of its way to totally eliminate any unnecessary expenses such as excessive overhead of hotels, royalties, franchise fees and excess staff costs that are normally passed on to the clients.
In addition, PSU has totally eliminated the cost and time associated with travel for training. For these reasons, PSU’s professional fees for sales training are generally much more reasonable than the competition, which means a considerable cost savings to you, the client.
As most people know, success in sales and, for that matter in personal life, marriage, career, education, sports, etc. is only 20% skill and 80% attitude and self confidence. PSU has developed a highly successful program to help each sales person build a rock solid foundation from which to execute the sales skills that have been trained.
The profession of sales is taken directly from the science of Psychology as well as counseling. For this reason, sales training should be conducted by trainers who are highly experienced in all three fields, i.e., Psychology, sales, and counseling, not just sales. This is specifically why all PSU training is done by highly experienced sales psychologists.
Message from the President of PSU
Dr. John V. Mazzola
Founder and President
Dr. John Mazzola is a national and international expert in the highly competitive field of sales, and he has designed strategies and techniques to take the “guess work” out of sales!
Dr. Mazzola’s sales techniques are like highly accurate X-rays of an individual’s problem areas to be corrected and strengths to be built upon. This is why PSU gets faster and higher results than anyone else.
There is absolutely no “guesswork” about how much a sales person learned, or whether a sales person learned anything, while sitting in a large group, with their competition sitting right beside them. Each sales person is trained and coached totally one on one, in the comfort of their home or office, without being embarrassed in front of others. There is no other methodology that can match these results.
Dr. John Mazzola is the founder of Profit & Sales Unlimited, a division of Personal Success Unlimited. He has helped corporations in all categories climb to the top of their industry with amazing increases in sales and profits.
Dr. Mazzola has combined a Doctorate in Psychology with a Master’s Degree in Motivational Research to become one of the finest personal sales trainers in the nation for the last 22 years.
He combines over 25 years of being an Associate Professor of various college faculties in Pittsburgh, PA, as well as having his own practice in Marriage and Family Counseling. These experiences have given Dr. Mazzola tremendous insight into what motivates a person to make buying decisions.
Dr. Mazzola trains sales people in the same manner he trained fighters in the Martial Arts for years. Don’t make mistakes, consistently outperform your competition, and develop the confidence to master your techniques so they become letter perfect. Now you are so well-prepared, you react by instinct!
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Tom Sirsic on 12/8/2017 8:41:26 AM
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