Over the years, I became involved with a wide variety of packaged sales training programs designed to teach the soft skills of selling and getting the order. In my experience, most of these programs d...o little good, and cost a lot.
Early in my career, transactional analysis (TA) was presented as the panacea to improve customer communications. Within a few years, a new methodology came along: videotaped role-playing and psychology to help us understand personality types—thinker, feeler, intuiter, sensor, or whatever. Many are little more than hyped-up motivational programs with transient benefits that soon evaporate.
I have experienced them all, and agree with those who believe this training has little effect on sales or customer satisfaction. Nevertheless, most organizations continue to conduct these superficial soft-skills training sessions hoping the sales team learns something that improves their ability to sell.
Being a good sales representative is not easy, but it is simple. The best sales representatives are those who:
(a) have a plan
(b) establish rapport
(c) clearly point out the benefits to the buyer (a feature may or may not be a benefit)
(d) explain how the benefits will solve the customer's problem, and then
(e) ask for the order
The best way to learn the ropes is by calling on actual customers with someone who is good at it. The worst mistake would be to visit a customer, looking like a vagrant, with no useful information in hand, and nothing but a cigarette pack to take notes on—it happens more often than one would imagine. The second worst mistake is failing to ask for the order when the customer is ready to buy!
The best training programs are those that take each sales person through the actual selling process with real customers, follow up to make sure they are practicing what they were taught and finally, guarantee results.
Sales training organizations that conduct effective sales training programs do exist and they must be sought out end engaged. And sales training is a never-ending process that must continue in order to keep the sales people's skills sharp and growing. The resulting sales growth will more than compensate for the investment. More
NSA whistleblower Edward Snowden was nominated for Nobel Peace Prize by Two members of the Norwegian Parliament on Wednesday (29.01.2014). Edward Snowden is a former National Security Agency subcontra...ctor who leaked the information exposing the extreme level of monitoring by the United Nations against other Nations and citizens. Public debate and political changes after those leaks have contributed to "...a more stable and peaceful world order" said Socialist MEPs Baard Vegard Solhjell, former Minister of education and the environment, and Snorre Valen. However, nominations for the prestigious award means nothing more than that Snowden name will be considered along with other Nobel Committee appointed by the Norwegian Parliament. Five-Member Committee usually don't reveal the names of the nominees, however, sometimes they are reveal by the individuals or institutions which are trying to promote them. The top US Intelligence Chief James Clapper wants to Snowden returned not yet published secret documents. Clapper in the Senate Committee for the control of secret services said that the disclosure of the NSA'S procedures caused "profound damage" More