Dear Sales Professional,

Have you ever noticed "How sales training programs focus on cold calling, closing skills, overcoming objections, telephone skills, and sales prospecting?"

All of these basic skills are important to master but "What does it take to move to the next level of professional sales?"

Recently, a survey was completed asking sales managers and sales professionals this question "What is the Single Most Important Factor for Ensuring a Salespersons Success?" This is what they said:

1) Good/positive attitude,

2) Proper training,

3) Good work habits/hard work,

4) Motivation/self-motivation,

5) Knowledge (customer, market, competition, product),

6) Dedication/desire to succeed,

7) Identifying customer needs,

8) Customer oriented sales approach

If this is what it takes to succeed, "What are the factors that contribute to salespeople failing?"

1) Poor listening skills,

2) Failure to concentrate on top priorities,

3) A lack of sufficient effort,

4) Inability to determine customer needs,

5) Lack of planning for sales presentation,

6) Inadequate product/service knowledge

What do sales training programs miss...

Soft skills

I know many people view soft skills as "Touchy-Feely" but these skills have a hard dollar return. Maybe, this is "Why so few salespeople focus on mastering these skills but, the successful sales professionals do". Let me give you an example:

How do you measure communication?

By the results you get...

In sales this is measured by winning or losing deals

My name is Richard Grehalva and I'm an author, speaker, consultant and coach. Some years ago when I first got involved in leading sales teams it became obvious to me the available sales training, processes and training were inadequate, outdated and in need of a change.

I literally rewrote and created and registered a new sales methodology called Sales Mapping “The Process of Connecting the Dots and Winning Customers for Life”®

A few years later I published my book Unleashing the Power of Consultative Selling "Selling the way your customer wants to buy...Not the way you like to sell"

In fact, eHow is the world’s most popular website to find step–by–step instructions on how to do just about everything. eHow uses my book and methodology for the “How to” of consultative selling.Read the entire article

My book is used as "The required text book" as part of the International Project Management program (Go to page 7) to understand consultative selling at one of the most elite Graduate Management schools in France.Read about Goupe ESC Clermont

Now, I want to give sales professionals information on "How to get results not advice." I will give you "Advanced Consultative Sales Online Training with free insights, tips and techniques" I found in my own business. But, first I want to share with you where Sales MOTOvation™comes from.

I began giving workshops where I prove “soft skills” has a measurable bottom line impacts. My training focused on advanced skills known only to a few like:

Overcoming limiting beliefs

Understanding the use of persuasive language

What questions to ask to find out-How people are motivated in their decision making processes

Negotiation skills training

Presentation and speaking techniques

Sales coaching

Competitor analysis

Problem solving

Showing them how to accomplish their goals

The inspiration for building the Sales MOTOvation™ system comes from my hobby and my clients.

To keep my own competitive juices flowing I became a race car driver. How I got there is another story but, it started when I bought a sports car, got some track experience then went to race school. Finally, I got a race car and now you can find me competing in my spare time, racing my 944 Porsche in racetracks in the Southeastern United States.

When my clients ask me questions about racing I answer them using selling and leadership terms... for example:

Having a positive attitude

Setting realistic goals and achieving them

Strategy and planning

Non-verbal communication

Manage change

I incorporated what I had learned in racing, leadership, sales management training and selling into a keynote presentation using in-car-videos to make my points.

I then developed a workshop called Run Your Own Line “Winning the Race in Business and Life"™

Sales MOTOvation “The technology of sales achievement™” is an advanced consultative sales training system taking all of my experiences including my research, peak performance techniques and the best business processes.

Sales MOTOvation is 3 main areas:

Participate - Getting into the Race

This is having a positive attitude, self-motivation and goals

Eliminate - Passing the Competition

Using a systematic questioning process with a consultative approach puts you ahead of your competition

Dominate - Eliminating the Competition

Using a strategy with a sales plan and having the presentation skills to communicate how you can solve your customers problem

Sales MOTOvation focuses in finding the spark within you

Because, just like my race car, unless there is a spark which literally creates an explosion inside the engine and in turn moves the car… I will just sit there!

The best Sales Professionals are seeking new sales training tools, presentation techniques, account planning, negotiation skills, time management, listening skills, persuasion techniques, free sales articles, selling strategies, coaching skills, consultative approach to selling to continue their growth and learning. They know to become or stay in the top 10% means...

The key is not selling to an industry, market or job title...

It is people-to-people relationships

My hope is the information you will find here will help you win your race.

Be the difference!

Rich