Sales Training Newcastle upon Tyne
Softer Smarter Selling creator Paul Robson discusses some of the the reasons most sales training does not work what you can do about it
Why most sales Training does not work
The trouble with most sales training is that it doesn’t work!
Oh sure it will produce a day or so of motivation, a jolly in the evening so the majority of the team are recovering throughout the following day’s session.
Another complaint can be that it is normally so intense the majority of the training methods will never be put into practice.
The feedback that many sales people report back is that the training was the “same as last time”
And that’s because generally it is the same as last time.
They cover the same old techniques that have been regurgitated for some 60 – 70 years now and salespeople are bored.
Think about this:
If the salesperson is bored then how do you think the buyer feels having to listen to three or four (sometimes many more) potential suppliers for a product or service he or she wants to buy and to hear the same sales patter time and time again?
How would you feel?
Now I have to admit that some sales training, it can be argued, is better than none but because the training is usually done in a block of 1 – 4 days the sales people switch off and have the mindset that they are there 1) because the boss has said so and 2) it’s a good skive out of the office.
Sales people are frustrated as they are unable to feedback results and work on techniques that they may have picked up incorrectly during the training. Mind you this shouldn’t be a huge problem because had they not switched off during the previous occasion they had the same old course they would have already known it!
One of the reasons that sales training fails is that no one has really questioned “is there a better way?”
Another is that those who have questioned that other way have then not had the courage or have been unsuccessful in their attempts to sell their sales training!
A huge reason is that the majority of sales trainers are better talking about sales training than they are selling
How Sales mentoring can work
Even in these wonderful days of technology and how I love the internet and the opportunity to use forums such as 4N people still people still buy people.
If an individual is shown how to sell to harness their real strengths to suit their personality and is shown how they can realise more of their potential then that person will be far more effective, far more productive and will earn their company and importantly themselves a lot more money.
“Oh, Paul I agree with what you are saying but our industry or my business is different it wouldn’t work for us”
Don’t let this self limiting belief get in your way.
Many people believe they cannot do any better than they are doing.
I have read tons of books on sales training, I have read thousands of articles on the subject and I will say that with very few exceptions the most important area of sales training is overlooked.
I prefer to harness a real USP- not so much – unique selling point (or proposition)
The real USP is the Unique Selling Person!
It’s the economy
It’s my competition
It’s my lack of cash flow
It’s the way I have always done things
It’s an excuse!
Start harnessing the power of sales mentoring both 1 to 1 and group training whereby you meet on a frequent basis.
A good sales mentor will justify his fee by helping you to improve performance quickly providing he has the right experience and can prove it to you.
They will show you a more creative way to sell your products and services.
A good sales mentor will leave you with the knowledge you can keep using time and time again long after your work with them is done.
You will see huge improvements in your focus,confidence, motivation, performance and have momentum which will mean higher sales volume and more profit for you.
I guarantee it!