sales training tips

April 23rd, 2008
Sales Training Tip #1 in a Series

Over the next few weeks, we'll be offering up some sales training tips for you trainers/sales managers who take that role in your company.  Never start ...READ MORE

Sales Training Tip #1 in a Series

Wednesday, April 23rd, 2008

Over the next few weeks, we’ll be offering up some sales training tips for you trainers/sales managers who take that role in your company.

 Never start any sales training unless your team has bought in to it.

I know this sounds like heresy. “Why on earth would we want the inmates running the asylum?” (as one of my friends puts it).

Well, if you don’t engage your people in some kind of a Sales Problem/Pain Assessment (what do they believe they can improve on to get better/different results?) then you already have an asylum — you just don’t know it.

Sales People Are Honest If You Ask Them–And Care
OnestThe first thing that happens when you ask people is that, if they think there is a chance you can help them, they will tell you honestly what’s not working. Secondly, they will be much more engaged in training.

(Those are two words you don’t hear much in the same sentence: engaged and sales training.) And thirdly, you can tell who on your team is really in “growth mode” and who’s just going through the motions.

As a sales manager, you know your people have to change to meet market demands. But most won’t unless threatened (with their job).

We don’t believe it has to be that way.

Assess Your Sales Team 
Take a few hours and come up with an assessment of your own. Create space for rigorous honesty. (I know this is tough in the corporate world.) And then purchase sales training to solve sales problems.

I have seen salespeople starved for something new and different that helps them grow professionally. But they never get it because the company nevers sees the connection between the training investment and return on that investment.

And do you know what? It’s not the people who really need training that feel that way. It’s usually the already-high-achievers that want to explore new ways do to old tasks.

So before you buy into the old myth, “seasoned sales people don’t need training” ask them what they want. You’ll be shocked.

Here’s an example of a very short assessment–it’ll at least get you started. Right click to download. My gift to you.

 Ebook: Download

Tags: Bill Caskey, sales strategies, sales training, sales training tips, VP of Sales
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October 23rd, 2007
Is it Me Or Do Local Car Dealers Take Me For An Idiot?

I wonder if there is any connection between Detroit's troubles selling cars and the "God-awful" commercials that insult their buyers which run on local TV.Do ...READ MORE

Is it Me Or Do Local Car Dealers Take Me For An Idiot?

Tuesday, October 23rd, 2007

I wonder if there is any connection between Detroit’s troubles selling cars and the “God-awful” commercials that insult their buyers which run on local TV.Do you think we are total frickin’ idiots when you tell us you bought too many cars from the manufacturer and now you are in an overstock position? Do you take me for a moron?

Do you think we don’t see through it when you say, “The tax man is coming and we have to move these vehicles - or we’ll be taxed?”

Do you really believe that you yelling at me about how great you are - how cheap the cars are at your dealership and how you “stack ‘em deep so you can sell ‘em cheap” - actually motivates me to come in and buy?

Sales Training Tip #1
Insulting your prospect is not a good place to begin the relationship. I know you aren’t in the car business, but don’t make the mistake of thinking your company doesn’t do that (perhaps not to the degree they do).

• Do you insult your prospect when you don’t allow him to tell you what his problems are so you can help him fix them?
• Do you insult your customers by not bringing them new ideas and solutions?
• Do you insult your contact by not asking her what her personal interest is in this purchase?
• Do you insult your prospects by not helping them determine how much - in $ -their pain/problems cost them to have?
• Do you insult your buyers by not asking them what their dreams are for their business?
• Do you insult your prospect by not studying the profession of selling so you can be of more value to him and his team?

I hope not. But sometimes it’s easy to look out and say “Boy, those car guys just don’t get it!” And yet you’re doing the same thing - maybe in a different way - but still an insult.

Tags: sales training tips
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