Our Philosophy

Selling has changed dramatically, but salespeople haven't.   The process of selling has transformed from simple transactional exchanges to complex relationships between buyer and seller. However, many current salespeople still employ those outdated and traditional sales techniques for transactional sales.

But when you're dealing with sophisticated buyers in today's high-tech, high-touch sales environments, those old techniques are ineffective and sometimes damaging. Old sales techniques can be deadly in a complex sales situation, when it's critical that your prospect trusts you as a colleague, a collaborator, a consultant, and an advisor.

Whether you're an individual who needs to build a solo law practice or a sales manager for a Fortune 500 company, our training style and philosophies enable us to tailor our programs to your existing skills and your specific needs.

The Four Exponentia Philosophies

We incorporate four fundamental philosophies into our training system:  

1: Selling Is Competitive. Play It To Win

We believe that selling is not just a job, but also a skill-based profession. Do what all the competitive athletes do: practice, execute, and practice some more.   Compete for yourself and drive your team to success.  

2:   Focus on KASH:

• K nowledge: Product, competition, marketplace
• A ttitude: Positive mindset in spite of adversity
• S kills: Follow a proven selling system
• H abits: Disciplined, consistent, goal-driven activity       

3:   Evaluate Before Training and Monitor During Training

Because each individual has a diverse background, skills set, and learning style, traditional training often fails because it is generally too broad.

For each individual in our programs, we provide a thorough, in-depth behavioral analysis prior to training by employing a multi-layered computer-based measuring and mentoring program (Learn more).   Evaluating individuals prior to training has been proven to be up to 50% more effective in creating the desired results from training.   Additional reporting throughout and after training also reveals areas of improvement and areas that need further reinforcement.   

4: On-Going Reinforcement Training

We believe that training is a process, not an event. Simply put, there are no quick fixes.

Studies show that one-day training events fail to produce lasting benefits.   Mastering selling skills is like mastering golf or learning to play a musical instrument; it just doesn't happen in a short period of time.

Existing bad habits can often complicate the learning process.   Eighty-five percent of salespeople possess such ineffective skills that they are closing less than 50% of the business that they should close.   Lastly, those bad habits need to be identified and changed before any breakthroughs can occur.