Much of the need for retraining typically stems from two sources: lack of retention of the material, and failure to execute what is learned based on the sales reps failure to leave their comfort zone. In both cases the outcomes do not satisfy the needs of the organization and retraining is often the only rational solution.
Unfortunately this solution does not address the key problems in effectively changing the behavior of the trainees in a cost effective manner. Until now, the organization had little choice in addressing the problem. The Fearless Selling™ system addresses these training issues head-on. By eliminating the discomfort associated with performing their selling activities, the sales rep will be mentally freed up to perform at a level approaching his or her potential (i.e., Performance = Potential – Interference).
Using our Emotional Control Method™ (ECM™) and minimizing or eliminating the interference, their expanded comfort zones will now include areas that they most likely avoided in the past. The new confidence that overcoming old fears instills in a person most often emboldens them to utilize the lessons learned but conveniently ignored. Forgetting past lessons most often stems from lack of usage, and the more confidence a sales rep has, the more likely it is that they will use whatever techniques that are available to win the sale.
In the words of the ancient Greek poet Virgil: Fortune favors the bold. This we call the Edison Effect™, which enables the sales rep to persist to the end, invested with the belief that he or she cannot fail.
Therefore, using ECM™ there is no memory required and so retention is no longer an issue. Also, since the effect of ECM™ to expand ones comfort zone by neutralizing performance fears is permanent, the need for retraining an individual with this system is clearly not an issue.
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