Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
How To Get And Use Effective Sales Training
I often speak about my first few years in sales and how I thought I knew everything about salesmanship. Fact is, I knew nothing and my results proved it.
Then came along a sales trainer that changed everything for me. His effective sales training allowed me to sell more and I feel I can still remember every word used in his program. You see, effective sales training stays with you for your entire career.
I’m always judging my sales training to ensure that its effective. I know that I’m delivering effective sales training when I am watching sales reps anxiously march out the door ready to use their new sales skills in the field. That’s a great feeling for me and an even better feeling for those sales reps once they know that their powerful new skills will put plenty of money in their pockets. That’s just one of the benefits of effective sales training.
The first key to finding effective sales training is knowing what areas need to improve. Generally, this falls into to three categories,. prospecting skills, major account skills and selling skills. If you need more appointments and activity, get some solid sales prospecting training. If you have plenty of appointments but nothing to show for it, get effective sales training focused on improving your selling skills. If you sell to only large corporations, focus on Major Account sales training programs. Of course, all this is easier said then done so let’s take it further.
The Focus Of Effective Sales Training
Let’s stay focused on effective sales training that improves the skills you need when you are “face to face” with a prospect. In that area, I find that sales training that focuses on the complete Sales Process is most effective. That type of training generates improved sales techniques.
Effective Sales Training And The Sales Process
The Sales Process is comprised of a series of steps and each step is linked to the next step in the process. Therefore, you must successfully complete each step before you move on to the next step. What good is training on “closing skills” if you don’t know how to successfully “present solutions”? This is why I feel that effective sales training must cover all the steps in the sales process.
Frankly, any sales training that is not focused on the sales process cannot be effective sales training. Selling is all about the sales process. If you ignore the sales process, you’re also ignoring salesmanship. How can that be effective sales training?
Using Effective Sales Training
When it comes to effective sales training, “You know it when you see it”. You’ll get anxious to use your new sales skills in the field and put them to good use. You begin to take the guesswork out of selling and you start to move with strategic direction. You replace “hope” with solid sales strategies that change everything for the better.
Bottom line, sales training is effective when it puts more commissions in your pocket.
To your sales success!
Nick Moreno, Sales Consultant
National Sales Center
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