With today’s new economy of buyers, traditional and consultative sales training methods no longer work. If you want to up your bottom line, you need to invest in buyer focused sales training, with supporting sales management training.

Let’s face it, the world revolves around sales. Without sales there are no transactions, no revenue, no bottom line, no organization, and no jobs. Without buyers, there are no sales. The world really revolves around buyers – what are you doing to help them buy?

Buyer focused sales training is the opposite of traditional and consultative selling techniques. It is certainly not about you, your products and services, your features and benefits, your presentation, or the handling of objections.

Buyer focused sales training is all about the buyer and how to attract, engage and empower them to buy from you. Buyer focused sales training is a pull, not a push, process. It is about being chased, not chasing after prospects. Buyer focused sales training is about getting commitment, not giving it. It is about empowering prospects to buy, not selling to them.

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Sales training in today’s new economy of buyers will contribute more to your bottom line than any other activity. You will see how sales training will affect budget cutbacks, sales incentives, new product launches and personal growth not to mention significant bottom line improvements.

Let me share with you the story of two different clients in need of sales training. Last August, I was scheduled to conduct some sales training for dissimilar clients: Client A and Client B. Each sales team was having difficulty meeting their sales targets and sales training was identified as a solution to the problem.

Due to budget cuts, Client A’s sales training was postponed until the New Year. Why do suppose their sales training budgets were cut?

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It is important for management to understand that the world revolves around sales. Sales is the bloodline that ensures the survival of every business in the world! Therefore, I ask you, “who cannot afford sales training these days?”

There are no sales, without buyers; there are no transactions, without sales; and there is no revenue, without transactions. It is imperative sales people take part in ongoing sales training and learn how to attract, engage and empower buyers to buy.

Both small business owners and major corporations cannot survive without revenue, and consequently, without any sales revenue there won’t be any jobs. Hence the importance of buyer focused sales training.

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Research has proven that 87% of information acquired during a sales training session will be lost one month later upon completion of the sales training program.

This research was conducted by Huthwaite.

Therefore, 87% of your time allocated to sales training is lost because the acquired knowledge is generally forgotten after 30 days!

What is the solution to this problem as it pertains to sales training?

Avoid investing in one, two, three or more consecutive day sales training programs, whether they are public or in-house.

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