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Sales Learning

Most salespeople are traditionally trained in a transaction-based, product sales process. The problem is today's consumers evaluate their choices based more on the overall buying experience than product features alone. The experience must transcend the transaction. If this were not true, Starbucks could not charge $3.00 for the same cup of coffee that 7-11 sells for $0.99. Or, Ikea couldn't charge a premium for furniture customers take home and assemble.

This concept is particularly important in today's buying environment where companies often try to differentiate themselves in the same way - discounts, financing offers, etc.

The Berke Group's learning program is designed for both salespeople and sales managers and focuses on the relationship skills necessary to shift from a transaction-based to a relationship-based sales process. Learning both the rationale and necessary skills, salespeople will leave our learning sessions with the ability to execute the process. In our evolutionary approach, current adult learning theory is leveraged to launch classroom knowledge into sales office skills.