| As the global economy has changed over the | | | | for 30 minutes never mind a weekend. The |
| past 12 months or so, more and more people are | | | | problem was the market had changed and if you |
| turning to Sales training courses to help them | | | | don't buy the car some one else will come in |
| secure more sales. | | | | shortly after you and they will buy it. I understand |
| For the past number of years companies have | | | | this is generalising and it is not fair to paint |
| not had to worry about sales training as the | | | | everyone with the same brush. However this |
| economy was buoyant and sales people with the | | | | meant sales training courses were not in the |
| title of sales people did generally not need to fight | | | | same demand as sales training skills were not |
| for business. In fact to be honest in many | | | | seen as a priority. |
| industries they were order takers as opposed to | | | | The same can be said for numerous industries, |
| salespeople. With this in mind sales training courses | | | | another example of this is the real estate |
| were not very popular as consumers with more | | | | business where purchasers trying to get on the |
| money in their pockets were prepared to | | | | property ladder were at times camping outside |
| purchase anyway. | | | | new housing developments overnight to secure a |
| Based on personal experience I will try and explain | | | | property. You have to ask the question how |
| what I mean: | | | | much sales training skills would the real estate |
| If you were buying a new car in 1990 sales | | | | agent need in this type of market? |
| people would be trying every close in the book to | | | | The difficulty now from a sales training point of |
| sell the car to you. In fact they were even | | | | view is that many people who were recruited as |
| offering you a full weekend test drive, where you | | | | sales people over the last number of years, are |
| could take the car for the weekend to try and | | | | for the first time having to use the type of sales |
| help you make the decision. In these times Sales | | | | training skills that can be learned from attending |
| training programmes and sales skills were badly | | | | sales training courses. |
| needed as the market was tough. Formal sales | | | | More and more companies are turning to sales |
| training was a must for numerous companies. | | | | training courses to up skill their salespeople to |
| Now roll on the clock 15 years to 2005 and see | | | | close more sales. |
| how difficult it was to take a car for a test drive | | | | |