Tangent Knowledge Systems

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“For many years, our company and industry was driven by product. Portable trade show exhibits were all about new or improved products being introduced on a regular basis. The customer was intrigued each time a new idea was born. Over the past 10 years, our industry has matured and products no longer drive the buyer’s decision. Relationships and more service offerings are at the forefront for our clients. The challenge was to get people who have spent years selling on features and benefits to change their sales process to reflect the shift in our industry. Over the past 5 years, we have had many changes in our approach but still find our sales force falling back into old habits. Rick Farrell’s selling methods helped open the eyes of our sales people to fully understand how they could change their old “selling” approach to a “non-selling” posture and by doing so increase the close rate on the relationships they were trying so hard to establish. Unlike other sales training that reminds you of things you forgot or sales training that gave a new twist to previous ideas, the non-selling posture Rick taught forced people out of their comfort zone enough to truly capture their attention. Everyone understood the value of what Rick was explaining but until he began role-playing, they didn’t realize how significant the mental shift was to their traditional ways. Like most sales people, until they try it and see results, they don’t believe it. Many of our sales people began to report success with the techniques they learned, they got the attention of their peers that were sitting on the fence. The other aspect of the training that opened eyes was the "business owner" mentality of selling. Most sales people don’t’ realize the amount of time they invest in bad opportunities, let alone the resources of their company. Their investment of time along with the design and engineering required in our business was a big issue. Everyone walked way from Rick’s training with a greater value for the time and resources they invest in opportunities with a low closing percentage. Without a doubt, Rick’s approach and style to delivering his message was just as important. His professionalism, delivery, and understanding of the mental challenges sales people face when making the shift to a non-selling posture made him real and respected by our sales force. I would highly recommend Rick based on his ability to make the cultural change I was looking for in our company and his ability to get our sales force to buy into this powerful new approach to sales.”

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