Ellen and Georgia were each successful sales reps with 20-year track records at a major pharmaceutical company. But as a team, they were a bust.
“We couldn’t work together,” Ellen said bluntly. “A sales team is like a marriage, and ours was headed for divorce.”
Enter Hardwired – a personality assessment and communications training tool. In a Hardwired Sales Training workshop, Ellen and Georgia learned to understand and leverage their differences. Within six months, they had doubled their market share.
This is just one of many success stories with Hardwired, which is being used by businesses all over the country to increase sales and profits.
“Hardwired Sales Training goes way beyond the traditional focus on customer business needs,” said Ken Lathrop, Hardwired founder and president. “Hardwired helps team members work together more effectively, but importantly it also gives people insight into what makes their customers tick -- identifying how the person likes to be approached, what makes him comfortable, what makes him “trust,” and what will motivate him to buy.”
“Take Bob, for example, an insurance agent,” said Ken. “Bob is your typical positive, assertive sales guy, who goes in and says, hey, here are all the great things I can do for you.”
“But recently Bob was trying to sell a package of programs to a new client, John. John is the type of person who intuitively sees the risks in a proposition before he sees the upside. While many people are turned on by Bob’s upbeat, can-do attitude, someone like John would experience Bob as unrealistic, even unreliable. John tends not to trust people like Bob.”
“At first, Bob was getting nowhere with John. But after Bob and his Hardwired consultant discussed the difficulty he was having selling John, Bob realized that his sales approach with John was all wrong. His consultant explained that John was probably risk-adverse and he needed to start his sales pitch by first telling John what he could not do for him. Bob kept it all very businesslike and factual. He even recommended a competitor for a small part of John’s life insurance program. The whole thing was completely counterintuitive for Bob, but it worked like a charm with John.”
Bob won the account. Better yet, he won his client’s trust. Since then John doesn’t make an insurance move without consulting Bob.
“People who are “born” to sell instinctively know how to “read” other people and speak their language,” said Ken. “For the rest of us, there’s Hardwired. It’s the secret decoder ring to that puzzle.”
3D Communications offers Hardwired Sales Training workshops, as well as one-on-one Hardwired sales training, for companies of any size, selling products or services. For more information, contact:
Jim DiBiasi in NY at 917.270.4401 or
Penny Daniels in D.C. at 301.320.9331
