Home About Our Training Approach

No one can get close to the results that Barry can.

"I have used Barry in many of our companies with unheard-of success. Barry has a gift to teach anyone how to sell in a way that generates immediate success and long-term results. His teachings are simple yet effective 100% of the time. No one can get close to the results that Barry can. Without a doubt, Barry is the most effective and successful sales trainer in Silicon Valley."

Steve Baloff

General Partner

Advanced Technology Ventures


I learned a great deal from this master sales trainer!

"After attending Barry Rhein's workshop, I am happy to report that I learned a great deal from this master sales trainer. Barry's multi-layered questioning process teases out not only a clear picture of what the customer wants, but also gets the customer to clearly recognize the value of the salesperson's solution. Selling Through Curiosity™ is a brilliant and fun-to-use framework for driving up sales."

Gerhard Gschwandtner

Founder & Publisher

Selling Power Magazine


Barry more than doubled our business to over 40 million!

"Prior to Barry, our company was 0 for 30 in making our quarterly number. Since Barry's training, we are 10 out of 10 quarters always making our number. We more than doubled the business to over 40 million, and we have never spent a day unprofitable since Barry."

Bob Dunne

SVP Sales

Tripwire


Barry is the only choice!

"We at Salesforce.com can pick from the best trainers in the world. If you want tangible sales results, Barry is the only choice!"

Judi Feeley

Former SVP, Global Enterprise Sales

Salesforce.com


The results have been significant in many ways.

"Sales meetings have increased. Opportunities have increased. Sales have increased. Bottom line: This sales training brought new life to very seasoned and educated sales reps."

Valerie Reamer

President/Owner

Gekkotek,
HP Gold Partner


Highest Impact of Performance Improvement

"Barry’s training has to be the highest impact in terms of performance improvement. After 27 years of successful selling, Barry woke me up and reminded me of the key attributes of super selling. The ability to enquire and engage appropriately is a key skill that Barry teaches, then demonstrates is the shortest path to an order."

Chris Morgan

2006 Account Manager of the Year

Tripwire


With Barry, we are now untouchable!

"The results were immediate and have been incredible. As a sales engineer and sales engineer manager, I have been skeptical of different sales trainings. After attending Barry's training, my sales reps and I speak the same language. Now we customize our solution more precisely for our customers' true business drivers, citing tangible benefits. The results were immediate and have been incredible."

Michael Roth

Sales Engineering Manager

Salesforce.com


The results are immediate and measurable...

"This program focuses on skill sets that will help every HP partner transform how they sell. The results are immediate and measurable: increased ASP, increased margins, shorter sales cycles, and the ability to quickly differentiate from the competition."

Al Chien

Vice President of Sales

Dasher Technologies,
HP Platinum Partner


My people were excited and pumped about the training.

"I have been to many trainings in the past at IBM, Health Net, Apple, and Computer Associates (SPIN Selling, Solution Selling, Signature Selling, Customer Value, etc.). This one - rocked! My people were excited and pumped about the training. I have been working to get my team to call at higher levels, and the tools that we learned will be a catalyst for change."

Tony Williams

VP of SLED Sales

HP Platinum Partner


His skills allowed me to double and triple my income.

"I have worked for the best: Tony Robbins, Steven Covey, Mark Victor Hansen, to name a few. I can tell you that in the world of results-based trainings, there are no programs that can get you measurable results faster than Barry. He has single-handedly helped me achieve greater success than I ever imagined, and his skills allowed me to double and triple my income. I use what he teaches every day."

Carolyn McCormick

Success Coach for Life


The verdict is in. Our Q1, Q2, and Q3 year-over-year numbers are in.

"In a down economy, because of Selling Through Curiosity™ our ASP is up, our new business growth is up 44%, and our pipeline grew from 2.5x to 4.8x."

David Twohy

Vice President & GM TSG

Hewlett-Packard Company


Our Training Approach

What You'll LearnSelling Through Curiosity™ is a results-based sales skills program.  We believe that effecting short-term and long-term behavioral change requires a transformation of skill sets along with continued practice to ensure a level of execution that is consistent and repeatable.  True sales transformation requires both belief and behavior adaptation.  We focus on both beliefs regarding what selling is about (genuine curiosity and genuine caring) and skill sets to get the results desired.  In most cases, the conclusions that people draw (accurately or inaccurately) about how to properly sell contribute to their lack of success.  Consequently, it is these limiting beliefs that dictate how they sell: what they say, the tools they use, their approach, and how they interpret information throughout the sales process.  Our training approach creates an opportunity for every student to see how their current thinking and skill sets contribute to their lack of success in achieving their desired goals.  As an example: we help people realize that they don’t know what they don’t know.  Not knowing what they don’t know is the culprit that causes individuals, teams, and companies to waste time, waste resources, miss forecasts, lose sales, increase selling cycles, increase discount levels, and become stressed and frustrated.

Our experience shows us that once people draw their own conclusion that there is an easier way to sell, they become individually motivated to change.  It takes us about 90 minutes to create this awareness, and once it is established, everyone is excited and open to participate in the learning experience.  This transformation applies to salespeople at all levels, from seasoned professionals to novices.  It is this unique approach that allows our students to get measurable sales results in days and weeks that normally take quarters and years.  These results are amplified yet again when individuals from the same selling team are trained together, allowing them to speak the same language and implement the same techniques throughout the selling cycle. Selling Through Curiosity™ is a key foundation for a results-based go-to-market strategy. It can be applied to all sales models: direct, indirect, overlay teams, inside sales, and lead generation teams.

We offer a powerful virtual workshop with homework each night to achieve the maximum learning experience.  Our approach is modular, covering both the actual skills required to sell and the beliefs needed to consistently obtain results.  We use a process called immersion training.  This is analogous to learning a language.  The only way to become fluent in a language is to practice so often that you become comfortable speaking that language.  In our opinion, the reason why the majority of sales training programs do not achieve measurable results is because they lack the immersion concept.   How do we do it?  We start with a short lecture to create a common language on a topic and then we practice repeatedly in virtual breakout sessions.  We constantly reshuffle each student into different breakout groups, which creates a sharing environment for best practices.  Our simulations are unique because they are non-threatening and entertaining while creating a feeling of teamwork and a desire to contribute.  We create an opportunity for everyone to learn with every exercise, regardless of their skill sets.  When you combine getting out of one’s comfort zone with a fun learning experience, true confidence and competency are realized.

Copyright © 2009.  Barry Rhein & Associates.  All Rights Reserved.