| Is the sales training consultant able to sell himself | | | | his energy levels, teaching skills, and the knack of |
| well to you? That will give a clue as to how good | | | | getting along with the participants. Make sure that |
| a sales man he himself is in the first place. The | | | | they are not done in a studio and are real. Your |
| next step in that direction would be to check | | | | sales training consultants should be handing out |
| whether your sales trainer is a good speaker | | | | training material to refer. He also should be willing |
| talking about sales or is he a good seller trying to | | | | to prepare questionnaires and work sheets |
| speak about sales. There are many good | | | | pertaining to the training and the participants' real |
| speakers who have very little practical sales | | | | jobs. |
| experience. Their knowledge is sourced from | | | | Pose your most pressing sales concern to the |
| books, journals, periodicals, and is mostly | | | | sales trainer and see how is planning to handle it. |
| theoretical. They are good at - lecture and the | | | | Good sales trainers spend a few days with the |
| meaning of the term lecture hasn't changed at all. | | | | company sales force, studying their methods of |
| You don't need them. You need a good seller | | | | operation, and finding out rooms for development. |
| speaking about sales. Of course good speaking skill | | | | They also study in depth about the company, the |
| is essential, but good selling experience precedes | | | | industry it is in, its annual reports, and related |
| it. | | | | literature. Your sales training consultant should be |
| The real are the ones that have solid sales | | | | asking you for these things if you are considering |
| experience behind them. They themselves have | | | | hiring him. You should expect your sales training |
| achieved excellence and recognition in their | | | | consultant to do preparatory work of 3/4 hours |
| industry for their sales skills. They are the | | | | for every hour of workshop/training time. |
| masters that combine the theory with the | | | | Top sales trainers charge a fee of $5000 per day |
| practice. Master sales trainers don't just keep | | | | and upwards. To make sure that they are worth |
| giving lectures. They actively participate in their | | | | the money, ask your sales trainer whether he is |
| client's sales process and help in achieving tangible | | | | an authority in the field with articles or books |
| results. They love sales action and their resumes | | | | published in the area of expertise. A sales trainer |
| are full of them. | | | | with excellent speaking capacities should be a |
| Ask your sales training consultant what areas | | | | member of the National Speakers Association |
| does he cover? The fewer the areas covered | | | | (NPA). If your sales trainer has all these |
| the better is the depth. Novices are more likely to | | | | qualifications then make the final confirmation |
| cover all the areas. Listening and viewing to a | | | | after consulting a few clients that he has trained |
| small demo tape of sales training workshop done | | | | in the past. Their sales results should convince you |
| by your sales trainer would give a clear picture of | | | | to hire the sales trainer. |