| Is sales training a waste of time? The typical | | | | reading say they do. |
| company spends tens of thousands to hundreds | | | | The Solution: Learn how to 'open' the sale and the |
| of thousands of dollars to put its entire sales | | | | closing part will take care of itself. |
| force through the latest, whiz-bang sales closing | | | | Opening a sale calls for more listening and less |
| techniques to increase its bottom line numbers. | | | | talking. It is all about asking the right questions. |
| Then there are those businesses that invest | | | | You would be amazed at how much information a |
| hundreds of thousands of dollars training their | | | | prospect will give you if you just ask them what |
| salespeople but hardly spend anything motivating | | | | their biggest frustration is? (in relation to the |
| them. (They end up with a bunch of highly-skilled | | | | problem that your product or service has the |
| people with little or no motivation). | | | | solution for). |
| Others invest a small fortune motivating people | | | | By getting clear answers to your questions early |
| but never give them the hands-on training they | | | | in the process, you can develop a strategy that |
| need to make sales out in the real world. (They | | | | will dramatically shorten your sales cycle, allow |
| end up with a bunch of highly-motivated 'loose | | | | you to anticipate and defuse objections ahead of |
| cannons') | | | | time, and make a lot more sales as a result. |
| But perhaps the biggest mistake that most Sales | | | | Dealing With Objections In Selling: |
| managers make, is that every member of their | | | | The best way to deal with objections is to ask |
| team receives exactly the same training. | | | | good questions early in the sales presentation; |
| You should NEVER make the assumption that all | | | | questions that anticipate, identify and quantify |
| your salespeople are at the same level in terms | | | | potential objections, BEFORE the prospect raises |
| of experience and expertise or that they each | | | | them thus allowing you to show how your |
| have the same "sales ability". | | | | company holds the solutions. |
| Is There a Solution to This Madness? | | | | If you deal with potential objections upfront |
| My friend, James Yuille, ( is of the firm opinion and | | | | rather than hoping they don't get raised it |
| I agree; that good sales training starts and stops | | | | generates believability. People will trust you more. |
| with the fundamentals. | | | | In conclusion: Sales Training is not a waste of time |
| FACT: The main reason why people can't sell is | | | | if you bear in mind that: |
| that they simply don't understand the process of | | | | - - When people understand the process of the |
| the sale. | | | | sale, they will sell more. |
| Because of this basic flaw in their training they | | | | - - People need to learn how to open the sale |
| turn to manipulative 'techniques' like 'tie downs' or | | | | rather than close it. |
| 1001 closing techniques to 'clinch the sale' | | | | - - Your sales team are individuals. They are not |
| When these techniques fail, (and trust me they | | | | clones. Some personality types respond better to |
| do fail) the salesperson becomes more and more | | | | different training methods. |
| desperate and many give up on sales altogether. | | | | - - A Good sales trainer will ask you lots of |
| The trouble with this method of selling is that | | | | questions about your staff before they jump in at |
| people are not machines. They don't always | | | | the deep end and give them materials that don't |
| respond the way all those books you've been | | | | meet their needs. |