Do you have a desire to be a great salesperson?

Do you want to succeed in the profession of sales?

Do you want to be non-traditional and buyer focused?

Do you want to help change the perception of the sales profession, to one of high respect?

If you answered No to any of these questions, do not waste your time reading this, as this article is only for those who answered yes to each of the above questions.

Success in any profession starts with desire.

Without desire there is no motivation, no direction, no success. It is that desire to be in a place you imagine that will drive you to succeeding in it.

Sales, as you probably know, is the oldest profession in history. Yet, it is also the least respected profession of all professions. If you continue to apply traditional techniques, you are fueling this perception.

However, if you want to help change the perception of this great profession, make sure you avoid traditional techniques, and become buyer focused.

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Selling buyers who are not engaging is not an easy task. That is where professional sales training can come into play.

How to sell is not the issue here, but how to engage a buyer is.

Questioning and listening skills are the most important communication skills in all areas of life – at home, at social events, at work, in management, in teams and in sales.

Through professional sales training you would learn how these two important communication skills contribute directly to acquiring the trust which in needed to engage buyers, and build long lasting relationships.

In order to be successful in your communications sales training would teach you that you must first understand your buyer. You do this by asking questions and listening.

Only in this way can you qualify your buyers and determine if there is a need, and whether you can provide a solution to that need, or not.

Only after this point can you communicate your position.

The problem with most salespeople is that they do not engage the buyer at the outset of the encounter. They tend to follow traditional “how to sell” sales training techniques and get into a dog and pony presentation show, and then they try to engage the buyer.

Professional sales training would teach you how to sell using non-traditional techniques whereby you would engage the buyer at the outset.

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Sales training for a sales staff of 1 used to be impossible or it was a time consuming and expensive process. However with today’s technology, there are alternatives as participants can learn at their own speed, when time permits, at affordable rates.

With a sales staff of 1 you would look to public sales training programs as a solution. However, the average public sales training program is still a significant investment for one day and can go for up to three days in length.

Unfortunately, statistics have shown that whether it is public or in-house program, it will be forgotten within 30 days. Therefore sales training has to be an on-going process not just a day to three-day event.

One of the key advantages of online sales training, whether it be for a sales staff of 1, or 101, is that it is an ongoing process allowing one to learn in little chunks, try it out in the real world, come back and learn more.

Real sales training skills that produce bottom line results are produced through on-going online sales training.

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Online, or virtual sales training is a great way to increase sales and to obtain the appropriate, and necessary sales training skills for today’s new economy of buyers.

However, not all online training programs are effective.

When selecting a virtual, or online, sales training program make sure it is one-on-one interactive using adult learning techniques.

A lot of virtual training programs are videos of speakers speaking at large conferences. Video alone is learning but it is not interactive, as when you are at a conference.

Virtual sales training should also be conducted in short segments, with workbook assignments and testing, monitoring or tracking and reporting.

Statistics have shown that whether sales training is a public or in-house program, it will be forgotten within 30 days. Therefore sales training has to be an on-going process not just a day to multiple day event.

One of the key advantages of Virtual, or online, sales training, whether it be for a sales staff of 1, or 101, is that it is an ongoing process allowing one to learn in little chunks, try it out in the real world, come back and learn more.

   … Continue Reading » »