In our sales training, we make a critical connection between problem solving skills and selling skills. In an era where clients are highly sophisticated, salespeople must provide a higher level of value to their clients. The Baron Group's model helps salespeople bring problem solving approaches and skills to optimally position them as advisors with their clients. The sales process is then transformed into a problem solving process.
2. Sophistication of Skills There is an intellectual delivery that is never insulting to even the most sophisticated audience, yet the concepts and skills are simple enough to apply. TBG skills fall into four categories: interpersonal, communication, presentation, and problem solving.
3. Video-Taped Practice The use of video in training allows participants to view themselves in a way that merely performing a role-play does not. It is consistently rated as the best part of each program as it allows participants immediately feel the effectiveness of the skills when they are applied appropriately, and the missed opportunities that occur when they are not. It is non-punitive, but—at the same time—provides participants with an opportunity to increase their self-awareness. This self-reflection greatly increases the likelihood that the newly developed skills will be applied post-training.
4. Large Group Delivery The Baron Group has a unique design that enables companies to train large groups of people simultaneously, while maintaining the experience of a 6:1 trainer/trainee ratio. This can be very cost and time efficient as everyone is learning the same thing at the same time. This guarantees consistency and provides excellent opportunities for team building, while allowing senior management to participate when appropriate. TBG has worked with groups as large as 72, seated at tables of 6 with 12 TBG facilitators.
5. Quality of Instructor The Baron Group offers only the highest quality facilitators with accomplished backgrounds. All of our consultants have significant corporate, selling and training experience. They are highly credible with all audiences and have dynamic personalities with which participants easily relate.
6. “The Magic” One of The Baron Group's clients historically described the Baron differentiation as the way that participants "feel" upon completion of a program. In many ways, the experience is magical. Participants know they have learned new skills they can apply immediately. Their self-awareness has increased, they have more confidence in their ability to do their job and they feel better about their role as salespeople. Critically they have also seen that there is no “right way” to sell and that varying styles can be equally successful. In the long run, they feel better about their company for having made the investment, and they have had lots of fun throughout the program.
