| This is a specialist area for training. In today's | | | | mantra for salespeople be to understand and then |
| economic climate, sales training has to be more | | | | be understood? |
| effective. It really is time to review the way we | | | | Behavior training |
| train salespeople because of the time, effort and | | | | Should our sales training now include a program to |
| money which is expended in this area. We have | | | | train salespeople about the complexities of human |
| to ask if the traditional ways are working in the | | | | behavior? Will we have to include sections on the |
| marketplace. Are we getting value for money? | | | | unpredictability of human behavior, why people |
| Are we getting the sales that justify the | | | | resist change, why people refused to accept |
| expenditure on sales training? Should we be | | | | manipulation and pushing anymore? |
| considering revolutionary ways of retraining and | | | | Effect training |
| existing sales staff so that they are more | | | | Are we going to have to consider how to train |
| effective? | | | | our sales staff to be likeable? Are they going to |
| Spontaneity training. | | | | have to learn the sort of effect their |
| The marketplace is changing and will continue to | | | | communication has on other people? Is it our |
| change. Do we need to teach our existing sales | | | | training going to have to include developing a |
| staff to behave more spontaneously, get out | | | | climate in a group of trainees where people can |
| their learned persona, to drop their "acts," and to | | | | practice how they come across to other people? |
| just be the real selves? Do we need to train | | | | Are we going to have to give sales training to |
| them and show them how to feel safe just being | | | | everyone in the organization because they have |
| their real selves, to be flexible, and not to use | | | | opportunities to sell and promote their company |
| memorized sales pitches? Do we need to develop | | | | and its products each and every day? Should we |
| them so that they can come across as genuinely, | | | | give them business cards as well? What's needed |
| likeable people? | | | | is a transformation of the sales profession. This |
| Listening training | | | | transformation must be fundamental, radical and |
| Should our sales training put less emphasis on | | | | pervasive to impact the entire organization. |
| persuading buyers? Should we be developing skills | | | | Not only must there be a major shift in the type |
| and putting more emphasis on listening to buyers? | | | | of relationship a salesperson builds with buyers, |
| Have we reached a stage where we should be | | | | but also in the relationships with his or her |
| training our sales force the effective counselor's | | | | manager and other departments involved in the |
| principal skill of empathetic, active listening? This is | | | | selling and buying process. Furthermore, the quality |
| the skill that communicates to a prospective | | | | and type of training that is given must change to |
| buyer or long-term customer. "My job is to | | | | match the skills needed in today's tough selling |
| understand what you want, what is concerning | | | | environment. However, this will all be a waste of |
| you, where your doubt lies and how you feel." | | | | time unless the organizational culture supports the |
| "When I understand all those situations, I am in a | | | | changes suggested above. |
| position to offer some solutions." Will the new | | | | |