Sales Training - How to Make Sure it Will Work For You and Your Sales Team

This sales training is the ultimate sales program that will make you rich. Wild claims and false promises are everywhere when you're looking for the right sales training to invest in. There are lots of different ways you can improve your sales skills. Books, CDs, DVDs, or live training courses. So how do you make sure it will work for you?

If you're investing money into improving your sales skills, or the skills of your employees, then it's important you get a great return on your investment. You're investing money and time, valuable time that could be spent selling. So even if you are just buying a book, and some books are as good as sales training courses, make sure it's going to give you a good return for your investment.

Does it work for your sales

Look at how the sales trainer, or author, presents sales closing techniques. This is a good indicator of how appropriate the training is for your product.

A high value or technical product can't be sold with one line closes that would be effective in retail sales. Selling with a process that includes closing and agreement gaining at each stage is a good way to sell some products, but only if it's necessary. If your product has one unique selling point, such as a competitive price, then do you really need a long sales process?

Consider the process that the sales training uses and assess it against the type of product that you sell. You are looking for selling techniques that match the value, technical level of the features, and the main selling points of the product or service you sell.

Financial return

What do you expect from the sales training you are looking for? Many individuals and companies have no idea of what they want the sales training to do for them. Think about it, whether it's for yourself, or for your employees, what do you expect from the training? Would you buy any other product or service for your business without having a clear objective of what you want to gain? Before you buy a sales book, course, or training program, clearly set out what you want to gain from it. You might think a book is a cheap enough investment. It's a small cost even if there is no, or little, increase in sales as a result of the purchase. But what about the bigger investment you are making. Your time has a value, it's precious. When you buy any type of sales training, even a book, you spend time taking in the training, and time putting it into action. Invest your time wisely.

Think about the results you want from your investment, and then find the right training. Not the other way around. Look at targets, revenue, and budgets. Calculate the increase in sales you are looking for, either as a percentage, or as a number of sales. When looking for the right course of action use this figure as a way to assess the training offered. Ask yourself, what will this sales training cost me in time and money, and what increase in sales can I realistically expect.

Are there added complications

Look for anything that's been added to the training that makes it look good, but adds no real value to the effectiveness of the sales training. When a business is based on marketing and selling sales training courses and books, you can sometimes find the content has been made more complicated than it needs to be. This can be to make the course look different and stand out from the rest of the programs on sale. This can be related to the title of the course. You get great titles that are easy to advertise, like The Whooosh Selling Technique, or The Ace Way to Sell. These are made up as I didn't want to embarrass anyone, but you get the picture.

When you look at investing your time and money, no matter how little, in sales training, be wary of anything that's added but doesn't appear to have a practical function. Has a good basic idea been remoulded and made more complicated than it needs to be. The more that's added the harder it will be to learn the training and put it into action.

How will it be remembered

If I give you a list of twenty things to remember you'll probably be able to recall around a half of them the following day. If I tell you those twenty things embedded into a story, show you how they follow a logical process, you'll remember them a lot easier. Then if I add a really good reason for you to practice this process, such as, it will earn you commission payments, you will make sure you can recall it.

Look for how the sales trainer is building into the training a way to recall it and put it into action. Many sales people I have managed and trained have read books, listened to CDs, and attended courses, aimed at increasing their sales. But only a small percentage of the training presented is ever used, and the percentage gets less with time. Make sure the training you invest in will be used.

Hi, I'm Stephen Craine and I've managed and trained sales teams for a number of different organizations. Using the knowledge and experience I have built up I've developed a number of sales training programs that are easy to follow, quick to put into action, and are proven to get results by working sales professionals. They are available as workbooks with step by step guides and some have full exercise programs. See if they are the right sales training for you by opening the Sales and Training solution Shop.

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