The Challenge Story
The Challenge Story is all about how we developed our online sell more learning product. It was originally posted on eLearning Brothers’ blog. eLearning Brothers is one of the key suppliers for Go for the Green Selling Challenge.
How It All Started
Our mission was to create a fun new way to help salespeople sell more. We planned to use key selling concepts from our Power Selling seminar series and make them accessible online to expand our market reach.
But…how to do it?
Our Product Vision
Well, most salespeople love golf. It’s competitive, fun and it challenges their personal skill. What’s more, both selling and golf require preparation, planning and practice to maximize personal performance. So why not create an online product with a golf theme to help salespeople sell more?
A golf themed product would be fun and a cool way to help salespeople sharpen the selling skills they need to sell more!
We could call the product “Go for the Green Selling Challenge”. We could make it a forum where selling skills are refreshed and practiced; then, played and scored, all in a virtual golf setting. It would help anyone sell more…learn selling skills, practice selling skills, score selling skills…and have fun doing it.
We started the lengthy product development process to link selling skills with golf. First came skills learning, Practice.
We developed and story boarded 9 key selling skills compared to 9 holes of golf.
With Practice in progress, we moved on to Play.
…a major hang-up in our development process.
How to develop Play for skills testing? We needed a golf game for a fun way to test skills learned in Practice. We knew there had to be a solution online…some kind of golf game template where we could plug in our Play quizzes and do some customizing to fit our Practice content.
Our search found several golf site templates, golf scoring templates and, finally, eLearning Brothers’ Golf Challenge game template.
We worked our way through their template demo. It looked perfect:
- it was built around a 9 hole course, an exact fit for our 9 sales skills
- the graphics were fun and colorful
- it was 100% customizable, and
- it could be uploaded to our site to create the Play component we were after!
We soon discovered the template was just the beginning.
eLearning Brothers’ custom development team offered responsive support way beyond our expectations. Their knowledge, experience and support allowed us to build Play to fit our product vision exactly.
Later in development, when users wanted more Play quizzes, they came up with a creative way to expand the golf template’s functionality and give our users what they were looking for. The Brothers sure made us look good!
Their golf game template became an integral part of our first Go for the Green Selling Challenge product. We also used the template’s graphics on our site and throughout Practice to integrate it visually with Play.
Every day we work with Go for the Green Selling Challenge and our site, we realize how lucky we were to find eLearning Brothers and their golf game template. Their awesome team and their template made it possible for us to realize our product vision and take our whole new concept live.
Thanks eLearning Brothers! We couldn’t have done it without you.
I like to use a Sell Alphabet to keep my focus on people in every selling situation.
The Sell Alphabet I use is based on the 7 letters in “people”. It highlights my core beliefs about selling and selling people.
comes first because selling people first is the key. Selling people first, integrated with your sales process, drives performance and results…every time.
ngage your prospects and customers on their terms. They’ve usually done their own research by the time they get to you. Use that to engage them through questioning so you can start where they are. Once you’ve discovered what they’ve learned and what they’re after, you can:
- personalize your selling approach
- provide any missing information
- clarify any confusion and…
- really focus on what they want.
pportunity. Selling people first is your opportunity to get to know your customers as individuals so you can further build positive relationships with them. When you know and understand your customers as individuals, you will gain their trust. Once they trust you, they become much more willing to make a positive buying decision.
ersonal sales skills. The more highly developed yours are, the greater your selling success. Work to improve them every day. With solid personal sales skills, you avoid becoming just a “data miner” focused only on numbers. Keeping the personal touch brings you results…and makes all your selling activity even more rewarding.
earning. Every day is a learning day in selling. Make learning one of your top priorities. What to learn?
- more about your target market and ideal customer
- customer wants, opportunities and needs in your market
- buyer behaviors and decision making processes.
As you learn more and more about selling, your market and your customers, you’ll be able to refine and improve your personal sales process.
xpertise, the natural outcome of Learning, begins with mastery of your personal selling skills. Applying them with a customer focused strategy and sales process leads to your personal sales success, helping you produce more sales…faster.
So that’s my Sell Alphabet for selling .
What Sell Alphabet are you using?
For me, selling is all about selling people.
Harvey Mackay has been a huge influence on my approach to selling because he’s a master of 2 concepts:
- selling people
- building customer relationships.
We sales people know that, no matter what process and software we’re using, we are the key to getting the sales task accomplished.
The best part?
We’re selling our products and services to people…and it’s people who make the buying decisions.
- we want to sell people first, before selling our products and services.
- to sell people, we need to get to know them better so we can engage them personally.
Here are my 3 favorite tips to do just that. They’re quick reminders on sharpening our personal selling game.
TIP #1: People buy from people, especially people who make themselves “easy to buy from”.
- yes, as we talked about earlier, there’s a huge emphasis today on selling process … CRM, Data and Analytics. I’m not putting any of these down; they’re practical and required.
- BUT, in what we do as sales people, process and software alone don’t sell products and services, WE DO!
TIP #2: People want to do business with people who understand them and what they want.
- even when they’ve done their own research, people will want to use us as “sales advisors”.
- how can we become knowledgeable sales advisors?
- we work to learn and understand the personal profiles of our customers – their needs, requirements, attitudes, likes and dislikes .
- when we learn as much as we can about our customers and what they want, we’ll get their commitments a whole lot faster.
This next tip says it all…
TIP #3: People want to do business with people they like, respect and trust.
- these personal qualities are often hard to find today.
- our real challenge as sales people is to differentiate ourselves from all those lacking these qualities.
- we do it by being trusted and respected advisors in all our selling activity.
Next time, I’ll talk about the big payoff from putting these 3 people tips into action.
For more, read Harvey Mackay’s The MacKay MBA of Selling in the Real World.