| I am a firm believer that proper marketing is a | | | | correct way of marketing is to strategically |
| sales professionals best friend. This holds true for | | | | position or market yourself as an expert. |
| both telesales training and any standard sales | | | | Let me explain. First of all, quality prospects |
| training course. The effect of proper marketing is | | | | always seek out the expert in the field. Secondly, |
| it brings in quality leads. Quality leads are so much | | | | when you are perceived as an expert, you will |
| easier to sell. Marketing for a sales training | | | | find it so much easier to persuade people. The |
| program needs to focus on the sales professional | | | | prospects will come to you to take your advice. |
| him or herself not the product. When done | | | | The prospects are often already pre sold on |
| properly the marketing is actually extremely | | | | whatever your suggestions entail. Simply due to |
| inexpensive. Do yourself a favor and read the | | | | the fact that you are considered an expert in the |
| entire article before making up your mind. | | | | field. |
| The fact is, especially in the context of | | | | The question arises: How do you become an |
| consultative selling, proper marketing helps a sales | | | | expert? The fastest and simplest way to be |
| professional to conserve his or her most precious | | | | recognized as an expert is to advertise your |
| asset. That precious asset is time. Time | | | | credentials. By credentials I mean, the years you |
| management should be taught in every sales | | | | have been in your industry, the awards you have |
| training program simply because a professional | | | | won, organizations you belong to, certifications |
| salesperson can avoid so much wasted time | | | | you hold. All of these are social proof that other |
| dealing with prospects that are not a good match. | | | | people believe you are an expert and have |
| Be honest here, you know how it is, when sales | | | | denoted you as such. This proof is nearly as |
| are down we sales professionals always attempt | | | | important as testimonials. Especially in today's |
| to force the square peg into the round hole. In | | | | world where testimonials can be spoofed so |
| other words, instead of working with clients that | | | | easily. |
| are a good fit for us we chase after prospects | | | | I would recommend taking it a step further... I |
| that are major time wasters who are never | | | | recommend doing all of the above and becoming |
| going to buy. | | | | an expert author. No I am not saying to write a |
| Especially when working at telesales, all this | | | | book, although that definitely helps. I am going to |
| accomplishes is frustration and excess work for | | | | give you the easiest and least painful way to |
| us. To top it off, we end up with upset | | | | become an expert. Nothing says expert to your |
| customers who complain and take up way too | | | | prospects more than having expert author listed |
| much of your time. Believe me, I have been | | | | in your bio. Becoming an expert author is much |
| there and I know all about it. | | | | easier than you would think. |
| Then what is the solution? The solution which | | | | The easiest way to become an expert author is |
| should be taught in all sales training programs is | | | | to write an article about your industry and submit |
| quite simple. When marketing as a sales | | | | it to EzineArticles. Then when you send |
| professional you need to follow a certain | | | | information out to a prospect you can give them |
| framework. The problem is, most sales courses | | | | a link to your article or even print it out and |
| teach mistakenly that a sales professional should | | | | include the title expert author on all of your |
| advertise his or her product or service. The | | | | promotional material. |