Always Be Curious With Sales Training By Barry Rhein

By Elay Cohen
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Barry Rhein is a good friend, advisor, and mentor. He also happens to be the master of sales training. Over the span of thirty years, Barry has trained hundreds of thousands of sales professionals and is credited with producing billions of dollars in revenue and shareholder value.

“Mastering curiosity and discovery is proven to lead to increased revenues, better relationships, and a stronger competitive differentiation.”

Barry and I met over ten years ago when we brought him into Salesforce to help teams close bigger deals faster by applying his proven Selling Through Curiosity™ training and methodology. Barry and Selling Through Curiosity quickly became staples in the sales culture and sales process at Salesforce just like it had at many other successful Silicon Valley technology companies: Ariba, Cisco, Citrix Online, Hewlett Packard, and Oracle to highlight a few.

“What hurts salespeople is you don’t know that you don’t even know. Not knowing that we’re at risk puts us at risk” – Barry Rhein

What if there was a way for you to understand your customers better than anyone else?

What if you could set yourself apart from the competition quickly and win all the business?

What if there was a way to eliminate surprises during the buying cycle? How powerful would that be?

For years, Selling Through Curiosity was delivered in person. In fact, it was the only way to deliver training. Being in person had its benefits:

  1. It allowed for a lot of practice
  2. All the trainings were customized
  3. There was team building and sharing of best practices.

But, there were also downsides to in person training:

  1. A lot of time out of the field
  2. High costs to bring sales teams together
  3. When the training was done it was difficult to provide and measure meaningful ongoing reinforcement.

In 2013, Barry and I decided to collaborate using SalesHood to deliver his proven Selling Through Curiosity methodology and best practices more effectively, efficiently, and at a lower cost. It was the perfect marriage of in person & virtual learning; it brought together collaboration, best practice sharing, real deal application, ongoing reinforcement, with less time out of the field, and no need to travel.

“Companies of all sizes are able to deliver, reinforce, and measure world-class sales training anywhere, anytime, and on any device.”

Selling Through Curiosity is rich with content, sales best practices, self-paced and team based reinforcement exercises, opportunity reviews, and certifications. This new way to deliver Selling Through Curiosity is proven to deliver results in days and weeks versus months and years.

We also incorporated a turn-key sales process to drive reinforcement in deals, forecasting, and coaching 1:1s.

Here’s the complete curriculum that’s now available on demand:

  1. Discovery
  2. Advanced Questioning
  3. Qualification
  4. Decision Making Process
  5. Mutual Plans
  6. Customizing Presentations
  7. Objection Handling
  8. Closing
  9. Negotiating
  10. Relationship Building
  11. Prospecting
  12. Elevator Pitch

Ask your friends at Bloom Energy, DOMO, FinancialForce, Host Analytics, Iterable, Intacct, and more how Selling Through Curiosity is generating record breaking revenue growth.

“Every sales leader worries about taking their teams out of the field. We had our best quarter ever with SalesHood and Selling Through Curiosity.” Joe Fuca, President, Worldwide Field Operations, FinancialForce.

Experience SalesHood now.

See Revenue Enablement that’s faster, simpler and 100X better.

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