Sales Tutoring

Struggling to hit your company's sales targets? You're not alone. Many small B2B's face this challenge because their sales teams lack support and direction.

Sales tutoring is a personal and practical alternative to typical sales training. Instead of sitting in a group in a large classroom, sales tutoring provides one-on-one guidance. Tutoring is solutions based and designed to help individuals improve specific sales skills that is tailored to each person's current level of experience.

Our purpose with our 'students' is to reinforce the value of relational vs. transactional selling.

Is this right for your business?

If you own or manage a small B2B with up to five sales people, at any experience level, this service is for you. Managers often do not have the time to coach their teams, resulting in missed targets and lost opportunities. We fix that!

Tutoring vs Training

Traditional sales training often treats everyone the same; the same topics, the same pace and the same delivery. But salespeople are not alike. Sales tutoring meets each person where they are and helps them grow in ways that maters most to their role and personality.

The challenges of group sessions are:

• a structured format that does not recognize the difference between high and low performers
• a group think event with solutions for all
• taken over by the Type A's in the room
• held in a space where people do not speak up out of fear of "looking stupid"
• expensive due to the costs of the meeting space, meals, materials, workbooks and fees
• inefficient because all sales people are off the street at the same time
• based on transactional selling methods
• short on any follow up from the trainer

The benefits of individual tutoring sessions are:

• individual 45 minute long and delivered anywhere by phone or video
• focused and one-on-one with no distractions
• solutions based and tailored to a salespersons specific challenges
• respectful of privacy and confidentiality
• private so salespeople can say anything without embarrassment or fear
• based on relational selling methods
• welcome to reach out to me long after the sessions have ended

Expected Outcomes for your business:

• Increased sales with new and existing customers
• Higher revenues
• More confident and capable salespeople
• Reduced turnover due to better morale
• More time to focus on the operations of your business

Expected outcomes for your salespeople:

• Increased confidence in meeting their sales targets
• New and creative ways of overcoming issues and obstacles
• Better time management
• Strengthened strategic decision-making capabilities
• Enhanced competitive positioning
• Improved personal and professional relationships
• Improved collaboration with team members, management and clients
• Deeper focus and motivation with a strong growth mindset
• Increased empathy for others

My story

I'm sure my sales training experience is similar to many others

I was fortunate to have worked for great companies that invested in sales training. While there are always a few good takeaways, the format rarely fit the people in the room. Group sessions have rigid agendas presented on whiteboards by trainers following a set list of the usual topics. This deliver often left the participants disengaged.

I have seen talented and successful salespeople shrink in those settings. If you ever wanted to see a group of extroverts get quiet, watch them squirm when the instructor says "Let's role play."

When the training session was over, the fancy binder was never opened again, and soon we all reverted to our old habits.

The process

Once our agreement is in place, we will meet with the owners and managers to discuss where you are now vs. where you want to be with your sales. The tutoring schedule will be established for each salesperson, consisting of one session per week. We recommend and initial 90 day period to assess progress and impact.

These private and candid conversations are focused on challenges and growth. If common themes emerge, we will share aggregated insights in the weekly reports.This structure enables management to address broader issues without breaching confidentiality.

Session Content

The priority is to deal with each salesperson's difficulties and concerns. Helping them overcome these obstacles is paramount. When not helping with their day to day challenges, each salesperson will be introduced to relevant sales related topics supported by discussion on when, where and how to implement these concepts.Think of this as providing them with the right tool for the right task.

Currently there are 80+ guided topics in our library. Here are some examples:

• active listening
• creativity
• networking
• questioning
• the psychology of influence
• mental razors
• demographic cohorts
• objections
• compounding
• truth telling
• decision making
• body language
• first impressions
• giving back
• sprinting
• the 90 day rule
• relationship bank

Fee Structure

Our fees are base on an a per session rate of $45.00 per sales person. The same rate applies to meetings with management and weekly reporting procedures.

Tutoring for individual sales people

A sales person wishing to upgrade their skills on their own are welcome. Each person will get three private one-on-one 45 minute sessions and pay what they feel each session was worth. If that salesperson sees the value and benefit we will ask for their permission to post a testimonial and request a referral.

Testimonial

"Working with Murray through Living is Selling has been eye opening. His approach feels nothing like traditional sales coaching and that is exactly what makes it so effective. He helps you see how sales shows up in everyday moments and teaches the core skills in a way that feels real, practical and easy to apply. Every session leaves me with a new insight and a clearer sense of how to communicate with confidence. Murray has a rare ability to pull ideas out of you that you did not even realize were there. He listens in a way that makes you think deeper about your own strengths and somehow brings clarity to thoughts you have never fully formed. He guides you without ever forcing anything, and by the time you walk out of a session you feel like you discovered something important on your own."

Rylan Bettens