High Probability Sales Training And Fifty Additional Sales Training Articles


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As business owners we know that sales are the key to our continued success. Of course the type of business and industry we’re in has a lot to do with what we call sales. For retailers the potential buyers are in the store, so selling may simply mean closing or does it?

In other industries the sales person must sort out the potential buyers from the universe of suspects around them. Then, once they’ve been qualified the selling process can begin. The price points of your products and whether they are essentials or luxuries also matters when considering the sales and sales training process.

It was for that reason we located fifty articles for you.

In my opinion the primary reasons to invest in sales training are to make your sales force more effective – what is sold stays sold and increase customer satisfaction – satisfied customers refer their friends, with the results of greater profitability for your customer, your sales person, and your company.

Many organizations investing in training are not getting the expected ROI. Why is that? Is it because the vendors chosen are using out of date techniques, or the people you hired and are trying to get trained are losers or maybe (heaven forbid) your products are not competitive in the marketplace.

Before you indulge in the blame game I’d like to recommend High Probability selling. The book, the seminar, and the in house training are worth your time investigating.

Naturally companies that specialize in sales training are listed in the Yellow Pages of your telephone book. When you contact them and you should – have one of their reps come by. Let’s see how good their sales people are. Presumably they will be using their own sales process when they come to sell you.

Many in managers and business owners are of the opinion and I agree; that good sales training starts and stops with the fundamentals. The clever bells and whistles favored by those who practice 1950’s style manipulative selling practices, not only preach what no longer works – but is guaranteed to provide disillusionment to your 21st Century sales person.

The two main reasons I hear for not providing more sales training are that it costs money and takes time. If managers spent as much time, energy, and money developing sales training programs as they do dealing with under performing sales people…

The potential for high earnings combined with the opportunity for personal growth and sales training are yours when you provide sales training for your people. The benefits are very substantial to everyone.

High Probability prospecting teaches how selling over the telephone can increase your business. The unique sales strategies to propel your business growth. Sales is the backbone of your business – without it, your bottom line would suffer. Hiring and educating the right sales people is key to your business’ success. If you want to create a business breakthrough, then this is the book High Probability Selling is for you.

Sales is what drives your business and makes the difference between growing or dying in today’s competitive marketplace.

The articles we’ve collected for you, the insights and contacts to their authors and the High Probability Selling seminars will provide excellent jumping place for you.

5 Keys To Ensuring A Spectacular Sales Training Engagement

You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision? What makes you think you really need sales training? Before setting out to find a sales trainer, the next best step may be to assess the sales team since there are a lot of options out there. Do they meet your profile for your ideal salesperson? If not, training becomes secondary to finding sales talent that meets your needs.

In this article, I will share with you five important steps in making a sales training decision.

Trainer Type. The spectrum of sales trainers is very broad. At one end of the spectrum is the motivational speaker. These are folks that excite the troops, but provide few actionable tools. The team walks away feeling great, but needs to have a process to follow for this to be an effective venture. This type of trainer makes sense for companies with morale issues or if the organization has undergone significant change.
In the middle of the spectrum are those trainers who have some personality flavor and present a comprehensive sales methodology. These engagements are ideal for companies that do not have a selling system and are trying to bring energy and focus to their sales team.

At the other end of the spectrum is the sales skill trainer. Oftentimes, the trainers in the middle of the spectrum can deliver this type of training as well. These trainers focus on specific areas of the buying process and work on skill development with the team. These are not rah-rah” sessions, but are usually structured as workshops. From these sessions, the salespeople walk away with actionable tools that they can implement into their selling system. This type of trainer is beneficial in support of a new corporate strategy, with newer salespeople, or to tackle problem areas in the buying process.

Expectation Setting. The key to success in any relationship is defining the realistic expectations upfront with the trainer. The magic word here is realistic. Going into the engagement thinking that one day of sales training will help your team double their sales in the next month is unrealistic. While working with the trainer, objectives should be established that allow for a measurement of success.

Sometimes, the sales training initiative is driven by the C-suite (CEO, etc) which can create a feeling of uncertainty for the sales management team. Engaging the sales management team in the scope of the training is a key to a successful engagement. Leaving them out will make them resist the program. If they resist the program, so will the salespeople.

Expectation setting is also important for participants. Unlike many other professional occupations, sales training is not often greeted by the team with open arms. Tell an IT professional that you are sending them for additional skill training and they jump for joy. Not the case with salespeople. Since many are type A” personalities, there is a feeling of knowing it all. Thus, it is important to work with the sales training participants to ensure their needs and goals are heard and understood.

Area of Focus. The operative word here is focus. If the training need is specific, the session(s) needs to zoom-in on the specific areas of the buying process that need improvement. An oxymoron is to say that the training is going to focus on the entire process from prospect to award. This isn’t focus, it’s everything! Sometimes a consulting engagement is needed prior to the training to help identify the right area of focus for the training. If there is a need to train the team on the entire process, the training time and approach should be adjusted to accommodate for it.

One of the other important reasons for the concentrated focus is that adult learning is very different from child learning. For one, it is well-documented that adults cannot absorb as much information, nor as fast, as children can. The training needs to be structured in a way that accommodates for that style. In addition, salespeople are not individuals who can sit for a long period of time in a lecture. These are movers and shakers that want to be out selling. How will the trainer engage the team while teaching them new skills?

Reinforcement Plans. Thinking back to high school science class, there is an experiment where the fire from a Bunsen burner is applied to water. The purpose of the experiment is to show what happens when heat is applied to atoms. The experiment shows that the atoms get excited and bounce off the walls while the heat is applied. Once the heat is removed, the atoms move back to a static state.

One of the worst things that can happen following sales training is that the team walks away excited but doesn’t know how to implement the tools. Just like in the science experiment, they are like heated atoms, but quickly return to the static state due to a lack of reinforcement of the program. If the company and sales management is not committed to a follow-up program that reinforces the training, the dollars invested become wasted. If the issue is resources, some trainers offer follow-up programs.

Budget. One of the biggest disconnects in procuring sales training is price. A President will say to the trainer that the objective of the training program is to help the sales team selling high value/high price products. The company positions itself at the top of the market from a price perspective. When it comes to contracting for sales training, price becomes the main issue. Wait a minute! High value must meet high value. If you don’t want your prospects buying based on price, don’t short change your sales team that is tasked with accomplishing that goal.

Oftentimes, the way this comes out is by expanding the size of the class to reduce the number of sessions needed. Coming back to the point on adult learning, there is a diminishing return in class size. Based on the method the course is delivered and the subject matter, the class size can range from ten to twenty-five.

One of the great questions to ask yourself as you look to buy sales training is how many new sales does the team need to make to cover the cost of the investment.

The Necessity Of Continuous Sales Training

The prosperity and popularity of successful companies is obviously the result of continuous training. Without proper sales training, a business is unable to stand out from the rest, thus having poor exposure and low credibility on the market. In order to achieve and maintain the success of their companies, business owners need to make sure that all their team members benefit from frequent sales training. While a short sales training course or seminary can familiarize your sales staff with the fundamentals of sales, the long-term success of your business can only be achieved through the means of ongoing sales training. Ongoing sales training is vital for maintaining the pace with other businesses in your branch and it can also help your company to get ahead of the competition.

Ongoing sales training programs are very important for any business, as they can help salespeople to maintain a good level of sales performance. It is important to note that the great majority of salespeople only improve their selling performance at first, being unable to progress further without frequent sales training interventions. Considering the fact that marketing and sales are a marathon, not a sprint, it is vital to frequently intervene with new, effective sales training solutions among the members of your business.

Proper sales training programs work on multiple levels: they provide the members of your business team with the latest marketing solutions and strategies, strengthen the relationships between the members of your team and also boost the morale and the motivation of your entire sales staff. An effective sales training program can have a very refreshing effect on the entire business, announcing a new stage in the activity of the company.

There are two main categories of sales training: self-study oriented sales training, which allows the trainees to learn on their own and trainer-oriented sales training, taught by a sales coach”. The first category of sales training includes multimedia training, tradebooks and textbooks that contain various selling techniques and strategies. Trainer-oriented sales training includes programs that involve active participation to courses, seminaries or laboratories. In contrast with self-study oriented sales training materials, trainer-oriented sales training programs are by far the best means of acquiring a wide range of skills and abilities that can considerably increase the sales efficiency of your business.

Trainer-oriented sales training programs have the advantage of offering trainees the chance to engage in role play situations, thus allowing attendants to quickly polish their skills. During the entire program, the trainees are encouraged to express their opinions and ideas, being provided with proper feed-back from their trainers. Trainer-oriented sales training programs can effectively improve the skills and abilities of your business team members, thus enhancing the overall performance of your company.