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WHY SALES TRAINING IS SO IMPORTANT

November 2nd, 2017 by

Why sales training is so important is an interesting topic. Some people think that the word “sales” is a bad word. However, if you think about it, we’re all involved in sales from the time that we’re born. A baby cries when it’s hungry. By doing so, it’s selling its mother the idea that it’s time to get fed. Did you ever see a child walk into a grocery store with its mother and keep saying, “I want a lollipop”? The child will keep saying that phrase until it sells the idea. Soon, the child is licking on one.

When we’re teenagers, we may sell our parents on the idea that we get to use the car to go to a dance. Couples sell each other on ideas ranging from where to live to how to manage money and where to vacation. We sell people on our idea when we start a business or sell a supervisor on the fact that we should get a raise.

Thus, some form of sales training can only help us focus more on what we want in life. In this article, I want to focus on sales training as it pertains to a product or a service. If you want to improve your success in sales, the following steps could help you gain more confidence and better results.

1. WHY SALES TRAINING IS SO IMPORTANT BEGINS WITH A REASON

Why sales training is so important.Why sales training is so important is clarified in an amazing book. Dale Carnegie, in the book “How to Win Friends and Influence People”, said that people are creatures of emotion rather than logic. And that they will do things for REASONS and not for logic. Thus, if you want to excel in sales, we have to identify an exciting reason for you to excel in sales. It’s got to be more than food, shelter, and clothing. Those things are important, but not exciting.

Napoleon Hill, in the book “Think and Grow Rich”, said: When the WHY is exciting enough, the HOW doesn’t matter. The WHY needs to be a reward, something fun you would do just for you. Not something for your spouse or for your family. Something just for you. You’ll do more for everybody when you do more for you.

If you keep putting off something you’ve wanted for a long time, after a while you get depressed. The bottom line, when we’re all honest with ourselves, is this: What’s in it for me?

Thus, I suggest you get a picture of something you want that, with some effort, you could afford in a few months. It may be a new set of golf clubs, tickets to a special event, a weekend away, a new car – whatever. Get a picture of that reward, about the size of a business card. On the other side of the card, print some positive affirmations such as:

Everything I touch prospers and succeeds. I’m a very confident, talented, and successful person. I earn at least _______ per month as a sales leader. I’m getting (whatever your reward is) and I am excited.

Whatever other traits you may want, add them in the form of an affirmation. Print out the affirmations on a card about the size of a business card. Put the picture of your reward and the affirmations back-to-back, go to Fedex Office, and have that laminated. Then, read your affirmations out loud the first thing each morning and the last things each night. And, each time, look at your picture. Don’t analyze what’s on your card. Just read your affirmations with conviction and look at your picture. Watch what wonderful things are about to happen in the next 90 days!

2. JOIN TOASTMASTERS OR TAKE THE DALE CARNEGIE COURSE

Why sales training is so important.Why sales training is so important shows up in public speaking. To excel in sales, it’s important to gain confidence. Your ability to get up and speak in front of people is a shortcut to your greater success. That also builds great confidence. Thus, I suggest you either join a local Toastmaster group or take the Dale Carnegie Course. In both of these situations, you’ll work with other people who also want to gain confidence in front of people and they will encourage you.

In order to excel in sales, we have to realize that buying decisions are often made in the initial seconds that we meet with a buyer. Thus, we have to make every interaction with buyers count. They can tell very quickly if the salesperson is a confident person or not. These days, buyers have a lot of options and very little time.

Thus, being able to speak confidently in front of a group of people will translate to being confident in front of one person. Many years ago, while in college, I took the Dale Carnegie course. I believe that the valuable lessons I learned in that course have been responsible for my success in sales and as a professional speaker. Not only was it a great program for speaking confidently in front of others, but it was also a great course in human relations, dealing with other people, looking at things from the other person’s point of view, and becoming an exceptional listener.

3. LISTEN MORE AND TALK LESS

Why sales training is so important.Why sales training is so important means talking less. In my many years of being a speaker and trainer for sales teams, I’ve come to realize that salespeople talk too much. I find that an excessive amount of sales training, that teaches people all types of closing techniques, results in salespeople talking too much. They apply those closing techniques, hoping to use the right one to get the sale.

I have found that the person who controls the conversation is not the one whose talking. It’s the one who’s asking the questions. God gave us two ears and one mouth. Maybe we should listen twice as much as we talk. I have also found that people would rather buy than be sold. Thus, if we let them do most of the talking, they may talk themselves into buying.

A good question to begin with, in a sales situation, is: “What is your toughest challenge concerning __________?” Then, as they talk, take notes. And not electronically. If we take notes on a phone or laptop, they can’t tell if we’re really taking notes or checking our email. Take notes on a notepad. Dale Carnegie, in the book “How to Win Friends and Influence People”, said that the greatest honor we pay anyone is RAPT attention – complete, total attention. Taking notes on paper, when a customer talks, pays total attention to them.

Then, when presenting a specific product or service, give the basic benefits of it and then ask, “What do you like best about this?” Let that person come up with the benefits and thus persuade themselves. And, if the product is not perfectly suited for the buyer, ask them: “What could we do to improve this product or service so it would work perfectly for you?”

It’s valuable to let a buyer come up with a solution. Then, when they do, they will fight for their own ideas.

4. CREATE SPECIAL RELATIONSHIPS

Why sales training is so important.Why sales training is so important focuses on relationships. The most successful salespeople are the ones who create great relationships. I have found that those who do best in sales are genuinely interested in other people and that becomes the focus of their sales process. They’re not the ones who know the most about their product or service. In fact, they often rely on others at their company for the technical details. They are simply very good at creating great relationships and getting other people to like them. Unless price is the definitive point of purchase, I believe that people buy from people they trust and like.

The most successful salespeople realize that everybody’s favorite topic is THEM. Thus, they let the prospects talk about themselves. They know how to get conversations started by asking questions that the other person will enjoy answering. Questions such as the following:

Where are you from originally?

(If not from here) What brought you here?

(If from here) Have you lived here all your life?

Do you have a family?

What did you want to be when you were growing up?

A natural way to lead into some of these questions, when meeting in a prospect’s office, is to notice family pictures and ask about the people in the pictures. And, as the prospect answers the above questions, make note of the answers so you can refer to them in the future.

Use short notes, on hand-written cards, to further create great relationships. Don’t use notes with a company logo. Just get blank cards with a design on the cover, including your business card behind the card, and they may think that you picked it up just for them. Have no return address on the back of the cards, mark the word “Personal” on the lower left corner so it will bypass gatekeepers, and use commemorative stamps. Keep a supply of these handy and use them immediately after leaving a prospect’s office.

Why sales training is so important? Because, without some specific ideas to give you an edge, you won’t achieve the success you desire from sales. The ideas above are not covered in traditional sales training programs. However, they have been proven to be highly effective and make you stand out from the crowd.

WHY SALES TRAINING IS SO IMPORTANT DAILY AFFIRMATION

“Everything I touch prospers and succeeds. I have identified my next reward, am taking a public speaking course, am a very good listener, and I create great relationships.”

Related Article: Create a Great Sales Team and Profit

Get Motivated and Stay Motivated with a Championship Attitude.       Learn more about BoazSpeaker of the YearBoazpower.com

Copyright 2017 by Boaz Rauchwerger
619-723-3007
Boaz@Boazpower.com
YouTube.com/BoazPowerTV

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CREATE A GREAT SALES TEAM AND PROFIT!

October 6th, 2017 by

Create a great sales team and profit can be a tricky idea. It’s not just a matter of bringing a few people together and hoping that you’ll get great results.

In speaking before over 100 groups of CEO’s each year, I hear of conflicts between sales associates quite often. In an ever-changing economy, and with so much retail competition online, there is a greater emphasis to get sales in other ways and that creates stress. Stress creates inter-team conflicts.

BALANCING WHAT WE PERSONALLY WANT AND BUSINESS GROWTH

Create a great sales team and profit begins with the realization that it is a team. However, that team is made up of individual people who each have their own personal goals. We all have our personal agendas and, in order to be successful in a sales team, there needs to be balance. If you’re running a sales team, the first step is to focus on creating productive relationships with each member of the team.

There is an old saying, “I’ll get everything I want out of life when I help enough other people get what they want.” But, how do we do that?

LET’S GET TO THE HEART OF THE PROBLEM

Create a great sales team and profit by dealing with the people issues.Create a great sales team and profit is an idea that can be a challenge. Sometimes trouble within a sales team can be blamed on certain business decisions that have been made by management. At other times, it can be the products that are being sold. However, I believe the problem begins with education.

Dale Carnegie, in the book “How to Win Friends and Influence People”, relates that In ordinary schooling, there is not a single course in getting along with people.” And, where are we spending most of our time in our careers? We’re trying to get along with other people!

It’s not a product that gives us problems. If a product doesn’t work, we can either fix it, change it, or scrap it all together. However, it’s the people issues that cause most of the problems in business today. And so, most people would greatly accelerate their success if they improved their people skills.

READING BUILDS CHARACTER

Create a great sales team with this book.Create a great sales team and profit by reading. To help you improve your people skills, and thus increase the odds of a sales team becoming very successful, reading is critical.

Listening to an audio-book means someone else is talking to you. When you read a book, that’s YOU talking to YOU. Reading builds character and puts the right words in your mind.

However, reading several personal development books, once each, doesn’t work. That information is going in one ear and out the other. I found that it’s much more productive to read one book several times. In the area of people skills, I believe that the Carnegie book is the best personal development, people skills book ever written!

The book describes many difficult people situations and gives ideas of how to work through them. Here are some of the basic points from this book:

Let the other person do a great deal of the talking.

Look at situations from the other person’s point of view.

Never tell the other person that he or she is wrong.

When we’re wrong, admit it quickly and emphatically.

Use the phrases “Tell me more” and “I need your help”.

I felt that this book was so valuable that I read it over and over, once a month, every month, for 5 years. I read it 60 times. Now it is a part of me.

If you’re running a sales team, I suggest you get copies of the Carnegie book for everyone and ask them to keep it on their desk. That way they’ll be reminded of this important book every day.

THE GREATEST HONOR WE PAY ANYONE!

Create a great sales team and profit by paying rapt attention.Create a great sales team and profit by being aware of how important attention is to people. Dale Carnegie said that the greatest honor we pay anyone is RAPT attention – complete, total attention. That helps resolve many conflicts. How little of that is there these days? With so much electronics, who is paying attention to anyone?

Carnegie further stated that everyone needs to feel important. Notice he didn’t say that we “want” to feel important. He said that we “need” to feel important. RAPT attention makes people feel important.

Thus, when there are conflicts within a sales team, and people state an opinion that may be different than ours, rather than criticizing, listen attentively to that person and say “tell me more.” Take notes, and not electronically. That way they can’t tell if we’re taking notes. Use a notepad to take notes. That will make the other person realize that you’re really listening.

THE DALE CARNEGIE COURSE

Create great sales teams with this course.Create a great sales team and profit by taking a look at a special course. Another valuable resource, when looking to improve people skills, is The Dale Carnegie Course.

It’s an 8-week course, costing about $2,000, and worth its weight in gold. From their website, here is the description of the course:

“You’ll learn to strengthen interpersonal relationships, manage stress and handle fast-changing workplace conditions. You’ll be better equipped to perform as a persuasive communicator, problem-solver, and focused leader. And you’ll develop a take-charge attitude initiated with confidence and enthusiasm.”

I took the course while I was in college and I believe it was instrumental in my eventually becoming a successful professional speaker.

PRODUCTIVE WEEKLY SALES TEAM MEETINGS

Create a great sales team with productive meetings.Create a great sales team and profit by having great meetings! A great team-building exercise is to have weekly meetings with everyone on the sales team, with a specific agenda.

Discuss what didn’t work last week and then go over what did work. Dale Carnegie suggested the following: “Look for the good and embellish it. And, as much as possible, disregard the bad.”

Whatever we focus on expands!

Make a big deal out of any achievements by any members of the sales team. Make people feel important with compliments for any achievement. Ask everyone for suggestions as to how the entire team can improve.

Read a page or two in the Carnegie book and then discuss the ideas with everyone. Suggest to everyone that they read just one or two pages in the book every day. Let’s keep those valuable ideas in the forefront of everyone’s mind on a regular basis.

A REGULAR DIET OF ‘THANK YOU’ NOTES  

Create a great sales team with 'thank you' notes.Create a great sales team and profit is an idea that can be achieved by going back to old ideas. With so much of our communications done electronically these days, let’s promote within the sales team an old idea that can definitely help with more sales. Texts and emails are cold forms of communications. This is a warm idea that goes a long way to connect with people in a very special way!

It’s the hand-written note. We don’t have to write two or three paragraphs. I’m talking about one or two lines on a hand-written note being more touching than two paragraphs in an e-mail.

Don’t use note cards with your company logo. If you use those, people may think that you send those to a lot of people. When you start with a note-card that’s blank on the inside, the recipient may think that you picked it up just for them. Have no return address on the back of the envelope. That way they’ll have to open it up immediately since they won’t know who sent the card.

If you’re sending the card to an executive, write the word “Personal” on the lower left-hand corner of the envelope. Do not meter these cards. Use stamps. But, not just any stamps. Use commemorative stamps. They look different.

Encourage the sales team to send hand-written note cards often and for any logical reason. These can be in response to an order or when we simply have a nice conversation with a customer by phone. A card can also be just to tell a customer that you appreciate their business.

There you have it. A few simple ideas that can help you create a great sales team!

CREATE A GREAT SALES TEAM AND PROFIT DAILY AFFIRMATION

“I’m creating a great sales team by reading and re-reading the Carnegie book!”

Related Article: Marketing Ideas that Lead to More Sales and Bigger Profits!

Get Motivated and Stay Motivated with a Championship Attitude.       Learn more about BoazSpeaker of the YearBoazpower.com

Copyright 2017 by Boaz Rauchwerger
619-723-3007
Boaz@Boazpower.com
YouTube.com/BoazPowerTV

Please follow and like us: