| |
| |
|
Sales Training Information |
|
|
|
Why Salespeople Dont Take Risks
Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. So what happens? The salesperson sits at home, stuck with personal flaws related to identity, and he can't perform. He takes no risks. Not being able to use what he has learned simply makes him feel worse. He gets caught in a downward spiral of failure and rejection. He continues to find himself not doing what he's supposed to do - for example, not leaving his home to make sales calls. Pressure, guilt, self-doubt, worry, and fear will eventually totally immobilize this salesperson. The Sandler Selling System separates identity and role. And by doing so, we reduce the risk factors in a salesperson's life. Since self-esteem cannot be hurt by the rejection of the sales process, a salesperson will continually take risks . . . more risks, and higher risks, leading to bigger sales. The Sandler Selling System doesn't merely teach techniques and strategies. Human relations skills are included as well. The result is that salespeople whom we train are able to use the techniques and strategies with ease and success. Tens Continue to Grow When I tell people their identity is always a ten, some of them argue that it's impossible, because a rating of ten implies they have no room to grow. The say, "If I was a ten when I was born, and a ten when I was eleven, and twenty-five, and I'm a ten today, then how did I grow?" Okay, imagine that you are going to plant a seed in the ground. The seed is going to grow into a rose. When you plant the seed, what's the value of the seed and everything in it? Can we agree that it's a ten? Now, after a couple of weeks of sunshine and water, a stem wiggles up from out of the seed and appears above ground. What's the value of that stem? Can it be anything other than a ten? If you say it's less than a ten, then explain when it lost value. It didn't, of course! So after six weeks, what's the value of the rose? In fifteen weeks, what's the value of the rose? It continues to be a ten. So the rose was a ten as a seed, and it's a ten now. And yet, didn't it grow? Just because your identity is valued at a ten doesn't mean you stopped growing. You grow all the time. However, that's not to say you don't have psychological "trash." In fact, everyone does! It's part of being human. If you were the only person with psychological trash, then you'd have a problem. But we've all got some of it, and in spite of it, we continue to be tens, and continue to grow. Excerpted from You Can't Teach a Kid to Ride a Bike at a Seminar, ©1995 Sandler Sales Institute. All rights reserved. Dan Hudock is an owner of the Sandler Sales Institute in Pittsburgh, PA. He can be reached at (724) 940-2388 or dan@sandler.com. His web site is: http://www.dan.sandler.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. The Biggest Mistake in Sales Prospecting Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. The Business of Closing the Sale Without Killing It You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind.Remember, the five fundamental states of mind that comprises the selling process are curiosity, interest, conviction, desire, and decision and action. Keep Sales Simple For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to loose focus on the simple things that made us successful to begin with. You Dont Need Health Insurance! Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together. A Stupid Question This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many new email addresses did you capture?Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming?Let us look at the sales letter first. How To Become A Sales Superstar And Have Fun Winning More Business - Start Here! One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. 3 Steps to Immediately Improve Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. Are You a Sales Professional? Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional?Professional sellers conduct themselves in such a way that buyers respect and trust them. Professional sellers work with buyers, they don't sell to them. One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you're shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Resistance Training for Sales People What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds?Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. Anticipating the Audiences Reaction Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. How to Use Humor to Increase Sales Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools. 11 Secrets to Leadership in Sales In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. More Sales - You Must Keep Asking I bought a second pair of reading glasses from my localOptician recently. I need this pair to help me find thefirst pair which inevitably go missing. Stop Selling! for the Million Dollar Contract During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items.While using this example makes it easy to get a deeper understanding of buying behavior, it often creates doubts as to whether the "Stop Selling!" approach is equally applicable to selling high-value solutions in business-to-business (B2B) settings. Top 5 Characteristics of Great Salespeople I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory.
|
| home | site map |
| © 2006 |
