Inspirational Sales Training
December 29th 2008 05:37
In a successful sales-focused company inspirational sales leadership always flows from the very top of the organisation all the way down to the frontline and through to your customers. Whether you’re a Managing Director navigating competitive markets, a Sales Manager responsible for driving the results of your sales team or you’re a sales person on the front line responsible for hitting challenging sales targets. Achieving success will hinge on your ability to connect with people and inspire them to take action!
Why most Sales training doesn’t work?
Ad hoc sales training can provide a great stimulus to motivate sales people. However, the motivation usually remains only temporarily as the changes in behaviors are still yet to form as successful habits. Ad hoc sales training is often applied as a band-aid solution in an attempt to solve an undefined problem a company fails to acknowledge appropriately, or even worse, can not see. Successful sales training not only initiates transformational change, it promotes a unique selling proposition that connects an organisations sales culture to the customers value perception, it also stimulates successful habitual behaviors that can be developed, measured and sustained over time.
Sales Training is most effective with repetition & ongoing skill development
Elite athletes have grueling training schedules. The training they undertake is rigorous, in some instances every day. The athlete then rests and rejuvenates and will invariably only compete at a very small percentage of the time in comparison. On the other hand business and sales people do the exact opposite; spending most of their time working/competing with little valuable time put towards developing skills and consistent behaviors via sale training. Is any wonder most sales people struggle or flat out fail? As an athlete in any form you don’t get anywhere without determination, consistent practice and a commitment to never ending improvement. Sales training only qualifies as effective sales training with repetition, measurement and ongoing development. Repetition is the mother of skill that promotes True mastery.
Sales training that helps you understand both 'Selling' and 'Buying'
The greatest misnomer in modern day sales training theory is the notion; the sales person controls the buying decision. In fact, the only part of the selling and buying exchange the sales person actually controls is the buying process; the buying decision is made entirely by the customer. Ironically having purchased countless times, the sales person often forgets what it means to actually buy and how they enjoy being treated themselves. Getting so caught up in ‘The Sell’ they lose their ability to truly connect with the customer in the manner they are meant to: by adding value. Nearly all sales training programs promote the art of persuasion and closing the deal irrespective of the value created. However, few sales training programs educate and empower sales people to genuinely understand what motivates their customers to buy in the first place, most importantly, from them, over the next sales person. Moreover, sales training programs that then integrate this customer insight with the relevant sales tools, skills and behaviours are proven to be more effective, in fact 80% more!
BOOMOLOGY! V’s common Sales training methodology
Today, many sales training experts remain inextricably linked to their past. To give credit where its due, some of these old school sales training experts may have been effective throughout the 70’s, 80’s, and even the 90’s using their prescriptive sales training methodologies. Back then, people and indeed customers, were far less informed and discerning in regards to making buying decisions than they are today. Common sales training programs promote Telling Selling. Conversely, BOOMOLOGY!™ promotes respect for the buyer by engaging in meaningful conversations and interactions and provides sales people and sales leaders with up to date knowledge, skills and tools to help them better understand their customers, build stronger relationships and inspire customers to take action!
Sales Training that inspires your Sales people to Action!
Attend a BOOM Sales! training workshop or BOOMOLOGY!™ seminar in your city. Our sales training programs are kept to limited numbers to ensure intimacy and maximum skill development. BOOM Sales! training workshops and seminars are conducted bi-monthly in Melbourne, Sydney and Brisbane. Alternatively, we can arrange a customised session for your organisation based on your specific sales training requirements. Other states and international sales training enquires are also most welcome.
ABOUT THE AUTHOR: Trent Leyshan is the Founder and Sales Director at BOOM Sales!Australia’s most inspirational Sales Training Company and the creator of BOOMOLOGY!™ Sales Training Methodology.
For more Sales Blogs go to www.boomsales.com.au/blog
Why most Sales training doesn’t work?
Ad hoc sales training can provide a great stimulus to motivate sales people. However, the motivation usually remains only temporarily as the changes in behaviors are still yet to form as successful habits. Ad hoc sales training is often applied as a band-aid solution in an attempt to solve an undefined problem a company fails to acknowledge appropriately, or even worse, can not see. Successful sales training not only initiates transformational change, it promotes a unique selling proposition that connects an organisations sales culture to the customers value perception, it also stimulates successful habitual behaviors that can be developed, measured and sustained over time.
Sales Training is most effective with repetition & ongoing skill development
Elite athletes have grueling training schedules. The training they undertake is rigorous, in some instances every day. The athlete then rests and rejuvenates and will invariably only compete at a very small percentage of the time in comparison. On the other hand business and sales people do the exact opposite; spending most of their time working/competing with little valuable time put towards developing skills and consistent behaviors via sale training. Is any wonder most sales people struggle or flat out fail? As an athlete in any form you don’t get anywhere without determination, consistent practice and a commitment to never ending improvement. Sales training only qualifies as effective sales training with repetition, measurement and ongoing development. Repetition is the mother of skill that promotes True mastery.
Sales training that helps you understand both 'Selling' and 'Buying'
The greatest misnomer in modern day sales training theory is the notion; the sales person controls the buying decision. In fact, the only part of the selling and buying exchange the sales person actually controls is the buying process; the buying decision is made entirely by the customer. Ironically having purchased countless times, the sales person often forgets what it means to actually buy and how they enjoy being treated themselves. Getting so caught up in ‘The Sell’ they lose their ability to truly connect with the customer in the manner they are meant to: by adding value. Nearly all sales training programs promote the art of persuasion and closing the deal irrespective of the value created. However, few sales training programs educate and empower sales people to genuinely understand what motivates their customers to buy in the first place, most importantly, from them, over the next sales person. Moreover, sales training programs that then integrate this customer insight with the relevant sales tools, skills and behaviours are proven to be more effective, in fact 80% more!
BOOMOLOGY! V’s common Sales training methodology
Today, many sales training experts remain inextricably linked to their past. To give credit where its due, some of these old school sales training experts may have been effective throughout the 70’s, 80’s, and even the 90’s using their prescriptive sales training methodologies. Back then, people and indeed customers, were far less informed and discerning in regards to making buying decisions than they are today. Common sales training programs promote Telling Selling. Conversely, BOOMOLOGY!™ promotes respect for the buyer by engaging in meaningful conversations and interactions and provides sales people and sales leaders with up to date knowledge, skills and tools to help them better understand their customers, build stronger relationships and inspire customers to take action!
Sales Training that inspires your Sales people to Action!
Attend a BOOM Sales! training workshop or BOOMOLOGY!™ seminar in your city. Our sales training programs are kept to limited numbers to ensure intimacy and maximum skill development. BOOM Sales! training workshops and seminars are conducted bi-monthly in Melbourne, Sydney and Brisbane. Alternatively, we can arrange a customised session for your organisation based on your specific sales training requirements. Other states and international sales training enquires are also most welcome.
ABOUT THE AUTHOR: Trent Leyshan is the Founder and Sales Director at BOOM Sales!Australia’s most inspirational Sales Training Company and the creator of BOOMOLOGY!™ Sales Training Methodology.
For more Sales Blogs go to www.boomsales.com.au/blog
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