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Choosing Sales Training Products |
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| Publisher: |
Gavin Ingham |
| Date: |
2008-02-08 |
| Word count : |
551 |
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Sales training products come in all shapes and sizes. Where there is a different opinion about how to train effectively, there is undoubtedly another training product available for purchase. Therefore, choosing sales training products that will work for your unique situation is possible but not necessarily an easy thing to do. You are aware that a sound sales training program can mean the difference between achieving your business goals and falling short of them. You are working hard to set yourself apart from all of the other businesses in your industry. You have found and developed characteristics that make you different. It only makes sense that the training you will use will reflect these vital differences. Therefore, when you are choosing training products is less important what name you choose or what comes recommended. You need to have something that is either custom made for your specific company or something that comes very close. As you consider your options for sales training products, consider the following points to keep in mind to ensure that the training you ultimately choose is not going to be a disappointment. 1. Prospect vs. Product – Training to operate a product does not need to be very complicated. A product itself has a function that can be demonstrated in a limited number of ways. Prospects on the other hand are what will ultimately sell your product. What are the prospects of your business? What are the prospects of your employees? A product can only say so much on its own, it is the motivation towards something bigger that will drive your sales team to make the product more than just a product in the eye of your consumer. Look for a training program that incorporates this concept of prospect development. 2. Open-ended Questions – Most sales teams struggle when they are presented with open-ended questions that they have not been trained well enough to handle properly. Engaging in intelligent business conversation can be the biggest and most frequent challenge that your people will be faced with. With good sales training, your team can be taught how to articulate themselves well and therefore gain the confidence of the buyer. When you salesman can appropriately provide solutions for open-ended questions, he will be more successful. 3. Avoid Overload – Training can be overwhelming if you try to do too much at one time. Good sales training products will emphasize consistency and a need for continual training. Technical information, such as that which can be illustrated in a chart or graph are better to be distributed than explained extensively as most people will be able to see for themselves what the information means. Keep initial trainings simple, dealing mostly with the most common situations. As your team needs it you can go back to your training to focus on specific objective or to re-new motivation. 4. Personalize It – Take the time to personalize your sales training products to the team that needs them. Some companies can be hired to come to you organization to do this for you. To avoid the expense of outside consulting, use what you know to make your presentation less generic. People who will be spending long hours at work will need the kind of foundation that training can give them to believe that what they are doing is unique and worthwhile.
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Related Article:Choosing Sales Training Products |
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Lee Salz |
2007-10-06 |
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Title: 5 Keys To Ensuring A Spectacular Sales Training Experience
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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. 1. 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. 2. 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. 3. 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? 4. 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. 5. 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. Sales training is a great investment for a business if done prudently. Consider these five points and you are well on your way to a successful engagement. --------------------------------------------------------------------------------------------------------------------- Lee B. Salz is President of Sales Dodo, LLC and author of “Soar Despite Your Dodo Sales Manager.” He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is available for keynote speaking, business consulting, and sales training. He can be reached via email at lsalz@salesdodo.com, his website at www.salesdodo.com or by phone at 763.416.4321.
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Virden J. Thornton |
2005-04-25 |
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Title: Converting Sales Training Into Sales Success!
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The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? There are a number of methods you can use to move beyond an intellectual awareness of sound sales techniques. By applying some of these ideas, you can begin to see a steady improvement in the number and scope of your sales transactions. These concepts can help any sales professional drill-for-skill the vital selling principles needed to become a sales leader. Really all it takes to be successful in sales is just a little practice and perseverance. Give Yourself Permission To Succeed To become a sales leader in any kind of business only requires that you give yourself permission to succeed. In sales, as in every endeavor in life, it is your attitude not your attributes that count. There is no reason you can not be extremely successful at selling your company’s products and services, if you make up your mind to do the job. William James, a Harvard Professor and the man many view as the father of American Psychology, wrote in 1895: “The greatest discovery of my generation is, that a human being can alter his circumstances in life by altering his attitude of mind.” James also gave people a formula for achieving an altered attitude of mind. He simply told them to “act as if” they were already successful and this act alone could make them successful. If you act as if you have changed or act like a different person, according to James, you must change or become a different person. If a sales professional acts as if she can sell, her sales ratios and product account closings can do nothing but improve. By releasing your “inner brakes” and seeing yourself using the sales and customer service techniques you have learned, you can become extremely successful in your efforts to sell your company's products and services. If you want to consistently produce multiple sales transactions, just let yourself go and you will start to see the success you are seeking. You have the right to be successful. The only thing that can stop your improvement and ultimate success is yourself. Tell yourself that it is all right to produce outstanding sales results; and then, begin envisioning the success you expect to achieve. Use Affirmations To Produce Success To help you consistently execute the sales techniques you have learned, use affirmations to change the way you think and perform. Affirmations can also help release your internal breaking system. We gravitate to our dominant thought patterns. By using affirmations (“I can,” “I am,” etc.), you can create dominant thoughts about specific sales methods that will help you to move away from your fears (the fear of failure or of looking foolish) toward successful sales transactions. Write down a series of positive affirmations about the sales process or a specific technique. Then read them over until you create the dominant thought patterns that produce success. As we teach in all of our Sales Success workshops and discuss in detail in our published training material, it is vital to your sales success that you regularly affirm your selling skills and visualize successful transactions using the techniques you have learned. To succeed you must see yourself as one of your company’s top sales producers by regularly performing mental dress rehearsals for the position. Repeat The Technique Until It Is Yours As you are taught new sales techniques you need to practice them on the job as well as in your mind, until you can use them in each transaction without even thinking about their use. We call this level of sales proficiency “unconscious competence.” Many sales professionals, try a new sales approach only once or twice before rejecting it out of hand or deciding that it will not work for them. True professionals; however, diligently practice a new sales concept until they can execute it without even thinking about it. This approach (going beyond an intellectual knowledge of a sales method) sets top producers apart and can be seen in their extraordinary closing and multiple sales success. It is also quite noticeable in their pay checks as well! Role-playing at each new sales technique with a co-worker is a powerful way to gain the ability to consistently use these concepts on the job. Remember; however, that practice does not make perfect. Only “perfect practice” makes perfect. So as you practice with other employees, try to be as accurate as you can in the execution of a given sales concept. Set aside some time each working day to drill in the sales concepts you have been taught. Take them one at a time and master each one. It might surprise you how much more you will enjoy coming to work when you become truly proficient in building sales and long term customer relationships for your company. Saturate Your Mind Saturate your mind with sales and motivational materials. As you do this, you will move from an intellectual understanding of the sales techniques to a daily working knowledge of the methods you need to succeed, and you will have more than just an occasional thought about what you are trying to accomplish. What is needed to help you change your behavior is a constant positive saturation of your mind by reading over the materials you have been given or the notes you have taken on the subject. In his tapes, The Psychology of Selling, Brian Tracy tells his listeners that one of the best methods to increase sales success is to read then reread one of the best books on sales for 30 minutes each day. He feels this type of saturation will have a tremendous impact on the sales activity of an individual. Research from Stanford University indicates that you can learn more from reading the same book six times than you can from reading 40 books on the same subject. Work Smarter Not Harder Outstanding sales results come to those sales professionals who correctly follow and apply sound sales principles. They won’t do the work for you but they will lighten your load and give you an edge. All it takes to be successful at selling your company's products is to want to improve the way you perform, see yourself using new selling techniques, give yourself permission to use the concepts and regularly practice them until they become second nature. Best wishes for continued sales success, P. S. If your looking for a tool that will help you to achieve the 9 to 12 impressions Stanford University researchers say are need to make a sale today, check out this site: http://instantsalesletters.com/go/Edge VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by the Thompson Learning, Crisp Learning division. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at: http://www.TheSellingEdge.com/Book1.htm. Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://TheSellingEdge.com
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Ziglar Australia |
2008-05-04 |
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Title: Brisbane Sales Training and Sales Training in Brisbane
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Looking for Sales training in Brisbane with a reputable company that provides successful outcomes? It can be hard task to find that business that has years of sales experience, delivers that latest learning’s, has public sales training classes in Brisbane and private sales training classes in Brisbane also. Don’t take the risk with a one man business, you need world class skills, content and experience. You need a team to ensure the delivery of a professional and successful sales training engagement. Ziglar Australia operates through established offices in Sydney, Melbourne and Brisbane providing training through both public and private training classes. Specialising in sales training and management we utilise small classes to ensure all participants receive the attention needed to address their individual needs and be able to build their learning into usable content for immediate use in the work environment. People often ask us why Ziglar is so different from other performance enhancement or “sales training� companies. Beyond the more than 50 years of worldwide experience our founder, Zig Ziglar, brought to the thinking and design of our programs, we believe our programs are a dynamic blend of heart, inspiration and cutting-edge personal development technology. Through years of development and refinement Ziglar has evolved into a world renowned performance enhancement company serving a myriad of disciplines guided by the belief that you build better companies by building better people. Some programs take a piece-meal approach to performance improvement. Here at Ziglar, we look at an organisation as a whole and then work to incrementally improve all the working parts of that whole. The end result is each person in an organisation produces at a “True Performance� level that catapults the entire organisation beyond its goals. Beginning at the individual level and improving performance from the inside out brings your business phenomenal results. Ziglar is here to improve your company’s performance by maximising internal productivity and performance for customers through proprietary programs and work force development. All of our programs, including Ziglar VIP, our revolutionary new web-based program designed to bridge the gap between skill building and performance, are designed specifically to improve profitability. Zig Ziglar’s internationally recognised personal development techniques combined with Ziglar’s expanded tailored performance enhancement solutions is a winning combination that has resulted in Ziglar working with a diverse client base including Fortune 500 corporations, Government agencies, small- and mid-sized businesses, schools and non-profit agencies. The Ziglar organisation is uniquely equipped to work with organisations to assess needs, identify strengths, and design curricula that serves each client’s unique circumstance. Our approach works in tandem to maintain brand equity and uphold the ideals and vision each company embraces. With many available program designs, Ziglar has a performance enhancement solution for virtually every need.
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Scott Deane |
2008-05-05 |
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Title: Choosing the Best Sales Training Recruitment Company
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Looking to the future can be a bit daunting for many people who are new graduates and this is why it is so important to have a knowledgeable and successful sales training recruitment company on your side when the hunt for a career begins in earnest. Sales training and support is a specialized field in which individuals need to be at their very best in order to succeed at the opportunities that come their way. There is a lot of competition and individuals that are placed with their ideal job will have a better chance at being successful because of their passion that exists inherently inside of them when it comes to the job. Recruiting agencies big and small understand that sales training and support is a unique field and that getting to know an individual and their preferences, underlying motivations and desires will play heavily in finding the correct occupation placement opportunity. The best sales training and support recruitment companies will put the individual first at all times. They do this because they know that when we match the correct graduate with the proper company, it makes everyone involved, satisfied and successful. There are a number of things that a candidate may be apprehensive about when it comes to their budding careers. New graduates may not be prepared for what awaits them across the different sales training and support fields. Helpful information from the most experienced sales recruitment companies can make the difference between an individual going in for an interview unprepared and an individual going in fully confident and prepared for the occupation opportunity that awaits them. Supplying a company or corporation with an interested individual is one thing, but supplying a company with the perfect person for the job is a skill that too few recruiting companies are able to follow through with when it comes to sales training and support. The best recruiting agencies provide newsletters, easy contact with the recruitment specialists and many available job placement opportunities. They also work to make all available resources applicable for our candidates and clients. When it comes to sales training and support career options, it will be very important to have the best recruitment company working for you. Happy clients and candidates will lead to productive and efficient interviews and hires. From resume skills to preparing for interviews, agencies help sales recruits prepare themselves for successful careers.
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Scott Deane |
2008-05-05 |
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Title: Choosing The Right Sales Training Consultancy
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For companies throughout the United Kingdom, finding the right sales staff and learning to train them effectively can be a difficult process. Managers and company trainers may try to provide too much industry specific information to graduates and young sales professionals who are not well trained in the basics of the sales profession. As well, these same trainers often find it difficult to balance between learning company policies, sales techniques, and practical experience. Successful companies often turn to outside sales training consultancies to provide training and professional development for their sales staff. However, choosing the right sales training consultancy can be difficult with the hundreds of agencies providing such services in the United Kingdom. Companies who want a competitive advantage in sales should consult with MetaMorphose, one of the best recruiting and sales training consultancy firms in the United Kingdom. MetaMorphose has been providing top notch sales training consultancy for the last twelve years. Their experienced trainers and analysts have worked with hundreds of companies to develop sales training solutions that meet a company’s long term needs. MetaMorphose provides training for sales personnel with a range of experience, from entry level to executive. The agency’s exceptional recruiting and training program for sales graduates is unparalleled in the industry. While many agencies will provide short term sales solutions by placing experienced sales professionals, MetaMorphose goes the extra mile to provide highly trained sales graduates for permanent and contract positions. The agency’s recruiting standards look for exceptional personal attributes, like a strong work ethic and a great attitude, in their sales recruits. MetaMorphose provides initial sales training to its recruits that is created in consultation with hiring companies. MetaMorphose’s multilayered sales training program provides information and sales simulations for sales staff, managers, and executives. The initial training program for sales recruits goes over important professional tools like resource management and sales technique that are necessary for success from day one. As well, sales recruits are put through sales simulations designed by MetaMorphose’s experienced trainers to acclimate young professionals to scenarios they will encounter in the workplace. The agency also works with sales managers to improve resource optimization, communication with sales staff, and motivational skills. Finally, MetaMorphose works with executives to improve evaluative and motivational skills that are important skills to have when running a successful sales firm. For companies that need a competitive edge within their industry, MetaMorphose is the sales training consultancy of choice. Scott Deane is the Managing Director of meta morphose International, the leader in graduate sales training.
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Ziglar Australia |
2008-01-29 |
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Title: Brisbane Sales Training and Sales Training in Brisbane
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Looking for Sales training in Brisbane with a reputable company that provides successful outcomes? It can be hard task to find that business that has years of sales experience, delivers that latest learning’s, has public sales training classes in Brisbane and private sales training classes in Brisbane also.
Don’t take the risk with a one man business, you need world class skills, content and experience. You need a team to ensure the delivery of a professional and successful sales training engagement.
Ziglar Australia operates through established offices in Sydney, Melbourne and Brisbane providing training through both public and private training classes. Specialising in sales training and management we utilise small classes to ensure all participants receive the attention needed to address their individual needs and be able to build their learning into usable content for immediate use in the work environment.
People often ask us why Ziglar is so different from other performance enhancement or “sales training” companies. Beyond the more than 50 years of worldwide experience our founder, Zig Ziglar, brought to the thinking and design of our programs, we believe our programs are a dynamic blend of heart, inspiration and cutting-edge personal development technology.
Through years of development and refinement Ziglar has evolved into a world renowned performance enhancement company serving a myriad of disciplines guided by the belief that you build better companies by building better people.
Some programs take a piece-meal approach to performance improvement. Here at Ziglar, we look at an organisation as a whole and then work to incrementally improve all the working parts of that whole. The end result is each person in an organisation produces at a “True Performance” level that catapults the entire organisation beyond its goals. Beginning at the individual level and improving performance from the inside out brings your business phenomenal results.
Ziglar is here to improve your company’s performance by maximising internal productivity and performance for customers through proprietary programs and work force development. All of our programs, including Ziglar VIP, our revolutionary new web-based program designed to bridge the gap between skill building and performance, are designed specifically to improve profitability.
Zig Ziglar’s internationally recognised personal development techniques combined with Ziglar’s expanded tailored performance enhancement solutions is a winning combination that has resulted in Ziglar working with a diverse client base including Fortune 500 corporations, Government agencies, small- and mid-sized businesses, schools and non-profit agencies.
The Ziglar organisation is uniquely equipped to work with organisations to assess needs, identify strengths, and design curricula that serves each client’s unique circumstance. Our approach works in tandem to maintain brand equity and uphold the ideals and vision each company embraces. With many available program designs, Ziglar has a performance enhancement solution for virtually every need.
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Virden Thornton |
2007-11-04 |
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Title: Converting Sales Training Into Sales Success
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|
Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions.
There are a number of methods you can use to move beyond an intellectual awareness of sound sales techniques. By applying some of these ideas, you can begin to see a steady improvement in the number and scope of your sales transactions. These concepts can help any sales professional drill-for-skill the vital selling principles needed to become a sales leader. Really all it takes to be successful in sales is just a little practice and perseverance.
Give Yourself Permission to Succeed
To become a sales leader in any kind of business only requires that you give yourself permission to succeed. In sales, as in every endeavor in life, it is your attitude not your attributes that count. There is no reason you can not be extremely successful at selling your company’s products and services, if you make up your mind to do the job.
William James, a Harvard Professor and the man many view as the father of American Psychology, wrote in 1895: “The greatest discovery of my generation is that a human being can alter his circumstances in life by altering his attitude of mind.” James also gave people a formula for achieving an altered attitude of mind. He simply told them to “act as if” they were already successful and this act alone could make them successful.
If you act as if you have changed or act like a different person, according to James, you must change or become a different person. If a sales professional acts as if she can sell, her sales ratios and product account closings can do nothing but improve.
By releasing your “inner brakes” and seeing yourself using the sales and customer service techniques you have learned, you can become extremely successful in your efforts to sell your company's products and services. If you want to consistently produce multiple sales transactions, just let yourself go and you will start to see the success you are seeking. You have the right to be successful. The only thing that can stop your improvement and ultimate success is you. Tell yourself that it is all right to produce outstanding sales results; and then, begin envisioning the success you expect to achieve.
Use Affirmations to Produce Success
To help you consistently execute the sales techniques you have learned, use affirmations to change the way you think and perform. Affirmations can also help release your internal breaking system.
We gravitate to our dominant thought patterns. By using affirmations (“I can,” “I am,” etc.), you can create dominant thoughts about specific sales methods that will help you to move away from your fears (the fear of failure or of looking foolish) toward successful sales transactions. Write down a series of positive affirmations about the sales process or a specific technique. Then read them over until you create the dominant thought patterns that produce success.
It is vital to your sales success that you regularly affirm your selling skills and visualize successful transactions using the techniques you have learned. To succeed you must see yourself as one of your company’s top sales producers by regularly performing mental dress rehearsals for the position.
Repeat the Technique Until It Is Yours
As you are taught new sales techniques you need to practice them on the job as well as in your mind, until you can use them in each transaction without even thinking about their use. We call this level of sales proficiency “unconscious competence.”
Many sales professionals try a new sales approach only once or twice before rejecting it out of hand or deciding that it will not work for them. True professionals; however, diligently practice a new sales concept until they can execute it without even thinking about it. This approach (going beyond an intellectual knowledge of a sales method) sets top producers apart and can be seen in their extraordinary closing and multiple sales successes. It is also quite noticeable in their pay checks as well!
Role playing at each new sales technique with a co-worker is a powerful way to gain the ability to consistently use these concepts on the job. Remember however, that practice does not make perfect. Only “perfect practice” makes perfect. So as you practice with other employees, try to be as accurate as you can in the execution of a given sales concept.
Set aside some time each working day to drill in the sales concepts you have been taught. Take them one at a time and master each one. It might surprise you how much more you will enjoy coming to work when you become truly proficient in building sales and long term customer relationships for your company.
Saturate Your Mind
Saturate your mind with sales and motivational materials. As you do this, you will move from an intellectual understanding of the sales techniques to a daily working knowledge of the methods you need to succeed, and you will have more than just an occasional thought about what you are trying to accomplish. What is needed to help you change your behavior is a constant positive saturation of your mind by reading over the materials you have been given or the notes you have taken on the subject.
In his tapes, The Psychology of Selling, Brian Tracy tells his listeners that one of the best methods to increase sales success is to read then reread one of the best books on sales for 30 minutes each day. He feels this type of saturation will have a tremendous impact on the sales activity of an individual. Research from Stanford University indicates that you can learn more from reading the same book six times than you can from reading 40 books on the same subject.
Work Smarter Not Harder
Outstanding sales results come to those sales professionals who correctly follow and apply sound sales principles. They won’t do the work for you but they will lighten your load and give you an edge. All it takes to be successful at selling your company's products is to want to improve the way you perform, see yourself using new selling techniques, give yourself permission to use the concepts and regularly practice them until they become second nature.
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Scott Deane |
2007-09-25 |
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Title: Choosing the Best Sales Training Recruitment Company
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|
Looking to the future can be a bit daunting for many people who are new graduates and this is why it is so important to have a knowledgeable and successful sales training recruitment company on your side when the hunt for a career begins in earnest. Sales training and support is a specialized field in which individuals need to be at their very best in order to succeed at the opportunities that come their way. There is a lot of competition and individuals that are placed with their ideal job will have a better chance at being successful because of their passion that exists inherently inside of them when it comes to the job.
Recruiting agencies big and small understand that sales training and support is a unique field and that getting to know an individual and their preferences, underlying motivations and desires will play heavily in finding the correct occupation placement opportunity. The best sales training and support recruitment companies will put the individual first at all times. They do this because they know that when we match the correct graduate with the proper company, it makes everyone involved, satisfied and successful.
There are a number of things that a candidate may be apprehensive about when it comes to their budding careers. New graduates may not be prepared for what awaits them across the different sales training and support fields. Helpful information from the most experienced sales recruitment companies can make the difference between an individual going in for an interview unprepared and an individual going in fully confident and prepared for the occupation opportunity that awaits them. Supplying a company or corporation with an interested individual is one thing, but supplying a company with the perfect person for the job is a skill that too few recruiting companies are able to follow through with when it comes to sales training and support.
The best recruiting agencies provide newsletters, easy contact with the recruitment specialists and many available job placement opportunities. They also work to make all available resources applicable for our candidates and clients. When it comes to sales training and support career options, it will be very important to have the best recruitment company working for you. Happy clients and candidates will lead to productive and efficient interviews and hires. From resume skills to preparing for interviews, agencies help sales recruits prepare themselves for successful careers.
|
| |
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Virden Thornton |
2007-11-04 |
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|
|
Title: Converting Sales Training Into Sales Success
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Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions.
There are a number of methods you can use to move beyond an intellectual awareness of sound sales techniques. By applying some of these ideas, you can begin to see a steady improvement in the number and scope of your sales transactions.
These concepts can help any sales professional drill-for-skill the vital selling principles needed to become a sales leader. Really all it takes to be successful in sales is just a little practice and perseverance.
Give Yourself Permission to Succeed
To become a sales leader in any kind of business only requires that you give yourself permission to succeed. In sales, as in every endeavor in life, it is your attitude not your attributes that count. There is no reason you can not be extremely successful at selling your company’s products and services, if you make up your mind to do the job.
William James, a Harvard Professor and the man many view as the father of American Psychology, wrote in 1895: “The greatest discovery of my generation is that a human being can alter his circumstances in life by altering his attitude of mind.” James also gave people a formula for achieving an altered attitude of mind. He simply told them to “act as if” they were already successful and this act alone could make them successful.
If you act as if you have changed or act like a different person, according to James, you must change or become a different person. If a sales professional acts as if she can sell, her sales ratios and product account closings can do nothing but improve.
By releasing your “inner brakes” and seeing yourself using the sales and customer service techniques you have learned, you can become extremely successful in your efforts to sell your company's products and services. If you want to consistently produce multiple sales transactions, just let yourself go and you will start to see the success you are seeking. You have the right to be successful. The only thing that can stop your improvement and ultimate success is you.
Tell yourself that it is all right to produce outstanding sales results; and then, begin envisioning the success you expect to achieve.
Use Affirmations to Produce Success
To help you consistently execute the sales techniques you have learned, use affirmations to change the way you think and perform. Affirmations can also help release your internal breaking system.
We gravitate to our dominant thought patterns. By using affirmations (“I can,” “I am,” etc.), you can create dominant thoughts about specific sales methods that will help you to move away from your fears (the fear of failure or of looking foolish) toward successful sales transactions. Write down a series of positive affirmations about the sales process or a specific technique. Then read them over until you create the dominant thought patterns that produce success.
It is vital to your sales success that you regularly affirm your selling skills and visualize successful transactions using the techniques you have learned. To succeed you must see yourself as one of your company’s top sales producers by regularly performing mental dress rehearsals for the position.
Repeat the Technique Until It Is Yours
As you are taught new sales techniques you need to practice them on the job as well as in your mind, until you can use them in each transaction without even thinking about their use. We call this level of sales proficiency “unconscious competence.”
Many sales professionals try a new sales approach only once or twice before rejecting it out of hand or deciding that it will not work for them.
True professionals; however, diligently practice a new sales concept until they can execute it without even thinking about it. This approach (going beyond an intellectual knowledge of a sales method) sets top producers apart and can be seen in their extraordinary closing and multiple sales successes. It is also quite noticeable in their pay checks as well!
Role playing at each new sales technique with a co-worker is a powerful way to gain the ability to consistently use these concepts on the job. Remember however, that practice does not make perfect. Only “perfect practice” makes perfect.
So as you practice with other employees, try to be as accurate as you can in the execution of a given sales concept.
Set aside some time each working day to drill in the sales concepts you have been taught. Take them one at a time and master each one. It might surprise you how much more you will enjoy coming to work when you become truly proficient in building sales and long term customer relationships for your company.
Saturate Your Mind
Saturate your mind with sales and motivational materials. As you do this, you will move from an intellectual understanding of the sales techniques to a daily working knowledge of the methods you need to succeed, and you will have more than just an occasional thought about what you are trying to accomplish. What is needed to help you change your behavior is a constant positive saturation of your mind by reading over the materials you have been given or the notes you have taken on the subject.
In his tapes, The Psychology of Selling, Brian Tracy tells his listeners that one of the best methods to increase sales success is to read then reread one of the best books on sales for 30 minutes each day. He feels this type of saturation will have a tremendous impact on the sales activity of an individual. Research from Stanford University indicates that you can learn more from reading the same book six times than you can from reading 40 books on the same subject.
Work Smarter Not Harder
Outstanding sales results come to those sales professionals who correctly follow and apply sound sales principles. They won’t do the work for you but they will lighten your load and give you an edge. All it takes to be successful at selling your company's products is to want to improve the way you perform, see yourself using new selling techniques, give yourself permission to use the concepts and regularly practice them until they become second nature.
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Scott Deane |
2007-09-25 |
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Title: Choosing the Best Sales Training Recruitment Company
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Looking to the future can be a bit daunting for many people who are new graduates and this is why it is so important to have a knowledgeable and successful sales training recruitment company on your side when the hunt for a career begins in earnest. Sales training and support is a specialized field in which individuals need to be at their very best in order to succeed at the opportunities that come their way. There is a lot of competition and individuals that are placed with their ideal job will have a better chance at being successful because of their passion that exists inherently inside of them when it comes to the job.
Recruiting agencies big and small understand that sales training and support is a unique field and that getting to know an individual and their preferences, underlying motivations and desires will play heavily in finding the correct occupation placement opportunity. The best sales training and support recruitment companies will put the individual first at all times. They do this because they know that when we match the correct graduate with the proper company, it makes everyone involved, satisfied and successful.
There are a number of things that a candidate may be apprehensive about when it comes to their budding careers. New graduates may not be prepared for what awaits them across the different sales training and support fields. Helpful information from the most experienced sales recruitment companies can make the difference between an individual going in for an interview unprepared and an individual going in fully confident and prepared for the occupation opportunity that awaits them. Supplying a company or corporation with an interested individual is one thing, but supplying a company with the perfect person for the job is a skill that too few recruiting companies are able to follow through with when it comes to sales training and support.
The best recruiting agencies provide newsletters, easy contact with the recruitment specialists and many available job placement opportunities. They also work to make all available resources applicable for our candidates and clients. When it comes to sales training and support career options, it will be very important to have the best recruitment company working for you. Happy clients and candidates will lead to productive and efficient interviews and hires. From resume skills to preparing for interviews, agencies help sales recruits prepare themselves for successful careers.
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