You Don't Need More Training. You Need This.

I see it all the time. Sharp teams with every tool and every skill they need, and the number still won't budge. There's one gap nobody is funding.

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If you prefer to read - here is the transcript:

I've been thinking, and I'm really concerned about closing ratios.

I started consulting 26 years ago, and I was a sales leader and a salesperson for the ten years before that. The whole time, we've worked from the same average closing ratio: 29, 30, 31 percent. Yet billions of dollars have been spent on training, on technology, on efficiencies in the sales process. We've got CRM. We have AI. We have mobile phones and computers. And closing ratio averages are still stuck at 31 percent.

Why is that?

I've come to understand it isn't the training. We already have the skills we need to do the work that grows the business. We have enough books. We have enough technology. Lord knows people were closing before AI. What's missing is implementation. Your job is to actually implement the new ideas you're learning on a day-to-day basis: the training you had last week, the book you read last month, the video you're watching today. Take those ideas and affect a real change in your business.

We don't want to sell like it's 1980, 1990, or, God forbid, 1970. We need to sell based on the way buyers are buying today. That requires innovation. It requires implementation.

So take the new skills you're learning and actually try them in the marketplace. I guarantee you this: if you implement new ideas, different approaches, different questions, a different response to the objection you always get stuck on, you will affect a different and a better result.