IMPROVEMENT IN CRITICAL SALES SKILL #1: BUYER/SELLER RELATIONSHIP SKILLS
BUYER/SELLER RELATIONSHIP is the salesperson’s knowledge of and ability to use a sales methodology to navigate through each of the customer’s incremental buying decisions in the proper sequence. When salespeople do this correctly, they experience an improved ability to gain commitments while building a lasting relationship with the client.
REMARKABLE FINDINGS ABOUT BUYER/SELLER RELATIONSHIP SKILLS IN THE AGRICULTURE INDUSTRY
- Agriculture Industry generally started with lower levels of Knowledge and Application prior to training. Agriculture had 5 points less in Pre-Training Knowledge and 8 points less in Pre-Training Application of Buyer/Seller Relationship skills
- The Agriculture Industry appears to have not had much selling skills training prior to this training. However, the learning levels significantly exceeded the Universe. The training provided a tremendous ROI due to these factors.
Final Knowledge and Application scores were higher than the Universe. Overall skill gain was significant at 119% (dramatically greater than the Universe at 86%). Key skills that were enhanced included: Buyer/Seller Relationship, Sales call Planning, Presentation Skills and Gaining Commitment. Salespeople in Agriculture were hungry for sales training. They showed the highest level of sales skill improvement of any single industry.