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Phone Sales Training Must Improve

Phone sales training and auto sales training are special categories of training and I feel both are in need of improvement. There are some great trainers that focus on these specialties but there are too few of them. In this article, I want to focus on phone sales training. Let’s discover how to improve phone sales training.

I wrote a great deal about phone sales training. In this article, I’ll provide you with links to my other articles about phone sales training.

My first issue with phone sales training is the name. Is phone sales training about training people to sell phones or training people to sell using the phone? It’s not a big deal but I find it annoying.

The “What” Of Phone Sales Training

So, just what is my objection to most phone sales training? We are not training people to sell. We are training people to read phone scripts. We are training people to overcome objections with caned replies. We are training people to quickly move on to the next call. When it comes to phone sales training, we need a lot more emphasis on the sales training.

The “Why” Of Phone Sales Training
Phone sales training is all about what to do but phone sales training misses the point when it comes to why we do it. We can train a robot by programming it on “what” to do. Humans only get fully trained when they know why they need to do certain things. Let’s apply this to phone sales training.

The Secret Of Phone Sales Training

How do we get to the “why” in phone sales training? That only happens when the sales process if fully explained. The sales process is the only way to sell anything… over the phone or not! Phone sales training should not ignore the sales process.

The sales process is a series of well-defined steps that takes someone from prospect to client. How can this process not be included in phone sales training? We are training humans not robots!

Phone Sales Training That Works

If you want more information on the sales process so you can include it in your phone sales training, look up my sales process training.

I promised you a list of articles on phone sales training. Here are those phone sales articles…

How To Cold Call

Telephone Sales Skills

Small Business Sales Training

My advice is to include the sales process in your phone sales training. Phone sales training should not be different than any other sales training.

I wish you success with your phone sales training.

Nick Moreno

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Tags: Sales Training