| How many times have you heard someone say | | | | Professional sales people ask questions to uncover |
| "that person is a born salesman"? The truth of | | | | needs that their products or services address. By |
| the matter is: no one is a born sales person. | | | | asking questions and understanding the prospect's |
| Selling is a learned skill that has to be developed. | | | | needs, a professional is able to create value with |
| Some people may be born with some attributes | | | | each prospect. The professional sells high volume |
| that may enhance selling skills, but a person that | | | | and high margin. |
| becomes successful in selling develops their skills. | | | | Often overlooked in the development of sales |
| Therefore, if you want your team to be | | | | people is how to develop the right attitudes and |
| effective and dominate the marketplace, you | | | | habits. It is important that sales people develop |
| want to have an ongoing routine of business sales | | | | the habits and attitudes that will allow them to |
| training. You want to help your team develop the | | | | achieve their goals and objectives. If you teach |
| skills needed to close the deal consistently for | | | | everything the sales person should say and do |
| your company and become true professionals. | | | | during the sales process, they will still fail if they |
| One common misconception made by many | | | | do not have the right habits and attitudes! |
| organizations is not understanding the difference | | | | The good news is: if your sales team is not |
| between sales training and product training. | | | | performing at the level you expect, it doesn't |
| Product training is often provided to sales | | | | mean that they will never be good at selling. |
| representatives under the assumption that | | | | Practically every successful sales professional will |
| product training is the same as sales training. | | | | tell you that they were not very good when they |
| Product training teaches sales representatives | | | | started selling. However, they learned the |
| about the product that they sell. This is not the | | | | knowledge, skills, habits and attitudes that the |
| same as sales training. Sales training teaches | | | | professional sales people adopt. They applied |
| representatives how to sell. It's not just about | | | | them, practiced them, and got better. As a result, |
| teaching people what to say. It's about teaching | | | | they are now the best sales people. Your sale |
| the sales person how the process works and | | | | team can do so as well. As long as you are willing |
| how to effectively engage in the process. | | | | to train your sales people with the proper |
| You also want to teach sales people what to do | | | | business sales training, they can win in the sales |
| throughout the sales process. Amateurs try to | | | | game. |
| convince prospects to buy what they are selling. | | | | |