Continuing a week of sales talk

Training a sales team is easier than training a pit bull, but not much easier.

By nature, most salespeople are resistant to change. Since selling is more art than science–in theory–most sellers aren’t too open to being told that they are doing it wrong.

The purpose of sales training–any training, is to create improved performance faster than an individual could grow without help. The student and trainer need to approach training with the same learning outcome in mind. Training must deliver measurable outcomes.

We cannot teach students who are unwilling to learn and improve. Our sales training methods must be dynamic and not rooted in too much dogma.

Great sellers seek out challenging training material. Their library is rich with books, cd’s, digital downloads, videos and perhaps a workshop or 12 to gain personal attention.

I don’t believe there is one best way to teach sales or one best curriculum to deliver best practices. Best practices vary by industry and by seller personality and talent.

But I do believe in a method that CAN work across all seas. The method that I believe works best is role playing.  However,  I haven’t met one seller who can endure one minute of role playing without screaming.

Real practice can be very effective if the trainer can capture the voice of the customer. It takes practice on both sides of the desk to cause a good result.

role play


We need more practice and more critical thinking about what we say and how we say it.

A sales professional never stops learning to meet customer needs by selling solutions.

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