I met Matt Critchell when I delivered a workshop for the Canadian Sales Professional Association (CPSA). Shortly after that, he contracted me to do some skills development for his sales team. Here’s his story:
“It was about 3-4 months ago my sales team and I attended a sales breakfast that the CSPA (Canadian Sales Professionals Association) hosted. The guest speaker that day was Adrian Davis – President of Whetstone, Inc. His session was informative and grabbed the attention of one particular member of my team. The individual came to me shorty after and said can you approve me attending one of Adrian’s training sessions. It’s an 8-week course and I have never done an official sales training session. Quickly, I thought’ “well why don’t we offer this to the entire sales team at eCompliance and see if there is interest”. Naturally, there was and off we went embarking on Adrian’s 8-week Value Selling Mastery. I can confidently say, this training session comes highly recommended and is an effective way at approaching sales.
In a technological world where companies get caught up in pitching features and functionality. Adrian guides you down a structured path in which features and functionality are no longer the most important part of the sale. His knowledge on becoming an expert in the customers business, their strategies, annual reports, 10k reports, and financial statements helps to paint a picture of where the customer has been and where they are going.
Along with a much deeper understanding of the customers or potential customers you are working with he was able to share templates that assist in ranking your customer/prospects to understand which is priority, where some of the gaps may lie.
I can confidently state that my team is thankful for the Whetstone training Adrian provided but not only that, they exit the program more refined sales professionals with a toolbox of fresh tools in which they can use to improve their craft.
Thank you to @eCompliance for providing the means for the team to go through the sales training program and thanks to Adrian Davis for the well spent 8 weeks.”
Sales Director, eCompliance
This is a reprint of Matt’s LinkedIn post: https://www.linkedin.com/pulse/investing-your-team-matt-critchell/
If you’d like to know more about The Value Selling Mastery Program and what it can do for your team, please drop me a line at firstname.lastname@example.org.