| This sales training is the ultimate sales program | | | | in the training, and time putting it into action. |
| that will make you rich. Wild claims and false | | | | Invest your time wisely. |
| promises are everywhere when you're looking for | | | | Think about the results you want from your |
| the right sales training to invest in. There are lots | | | | investment, and then find the right training. Not |
| of different ways you can improve your sales | | | | the other way around. Look at targets, revenue, |
| skills. Books, CDs, DVDs, or live training courses. | | | | and budgets. Calculate the increase in sales you |
| So how do you make sure it will work for you? | | | | are looking for, either as a percentage, or as a |
| If you're investing money into improving your | | | | number of sales. When looking for the right |
| sales skills, or the skills of your employees, then | | | | course of action use this figure as a way to |
| it's important you get a great return on your | | | | assess the training offered. Ask yourself, what will |
| investment. You're investing money and time, | | | | this sales training cost me in time and money, and |
| valuable time that could be spent selling. So even | | | | what increase in sales can I realistically expect. |
| if you are just buying a book, and some books | | | | Are there added complications |
| are as good as sales training courses, make sure | | | | Look for anything that's been added to the |
| it's going to give you a good return for your | | | | training that makes it look good, but adds no real |
| investment. | | | | value to the effectiveness of the sales training. |
| Does it work for your sales | | | | When a business is based on marketing and selling |
| Look at how the sales trainer, or author, presents | | | | sales training courses and books, you can |
| sales closing techniques. This is a good indicator of | | | | sometimes find the content has been made more |
| how appropriate the training is for your product. | | | | complicated than it needs to be. This can be to |
| A high value or technical product can't be sold | | | | make the course look different and stand out |
| with one line closes that would be effective in | | | | from the rest of the programs on sale. This can |
| retail sales. Selling with a process that includes | | | | be related to the title of the course. You get |
| closing and agreement gaining at each stage is a | | | | great titles that are easy to advertise, like The |
| good way to sell some products, but only if it's | | | | Whooosh Selling Technique, or The Ace Way to |
| necessary. If your product has one unique selling | | | | Sell. These are made up as I didn't want to |
| point, such as a competitive price, then do you | | | | embarrass anyone, but you get the picture. |
| really need a long sales process? | | | | When you look at investing your time and money, |
| Consider the process that the sales training uses | | | | no matter how little, in sales training, be wary of |
| and assess it against the type of product that | | | | anything that's added but doesn't appear to have |
| you sell. You are looking for selling techniques that | | | | a practical function. Has a good basic idea been |
| match the value, technical level of the features, | | | | remoulded and made more complicated than it |
| and the main selling points of the product or | | | | needs to be. The more that's added the harder it |
| service you sell. | | | | will be to learn the training and put it into action. |
| Financial return | | | | How will it be remembered |
| What do you expect from the sales training you | | | | If I give you a list of twenty things to remember |
| are looking for? Many individuals and companies | | | | you'll probably be able to recall around a half of |
| have no idea of what they want the sales training | | | | them the following day. If I tell you those twenty |
| to do for them. Think about it, whether it's for | | | | things embedded into a story, show you how |
| yourself, or for your employees, what do you | | | | they follow a logical process, you'll remember |
| expect from the training? Would you buy any | | | | them a lot easier. Then if I add a really good |
| other product or service for your business | | | | reason for you to practice this process, such as, |
| without having a clear objective of what you | | | | it will earn you commission payments, you will |
| want to gain? Before you buy a sales book, | | | | make sure you can recall it. |
| course, or training program, clearly set out what | | | | Look for how the sales trainer is building into the |
| you want to gain from it. You might think a book | | | | training a way to recall it and put it into action. |
| is a cheap enough investment. It's a small cost | | | | Many sales people I have managed and trained |
| even if there is no, or little, increase in sales as a | | | | have read books, listened to CDs, and attended |
| result of the purchase. But what about the bigger | | | | courses, aimed at increasing their sales. But only a |
| investment you are making. Your time has a | | | | small percentage of the training presented is ever |
| value, it's precious. When you buy any type of | | | | used, and the percentage gets less with time. |
| sales training, even a book, you spend time taking | | | | Make sure the training you invest in will be used. |