Skip to main content

The Most Important Element in Sales Training

Many companies like the sales trainer to teach them how to look for new prospects and close every sale.  Sales managers love to equip their sales force with many techniques to overcome sales objections.  Some bosses demand that sales trainers must impart skills that can be applied immediately so as to reap the rewards overnight.  They want their sales team to get motivated and be inspired to take action.  Without any of the above, sales training would become another of those 'ra-ra' type, i.e. all hype and no result. 

To us, all sales training would cover all of the above and many more. For the specific 9 things that sales training must cover, please refer to this article here.  (To avoid wasting money in sales training, read here).   (Note: PIC now pays 60% cash for your training in 3 months). 

 Actually the most important element in Sales Training is not any of the above but one and only one thing - Compel the salespeople to perform.  To do that, the trainer must create a compelling reason for the salespeople to firstly have their own goals and secondly to set up a plan to achieve their goals . We often do this (in Sales Power) in our unique ACT's 5-Ways Sales Leverage Chart (see diagram above).  Sometimes we have to 'wake up' the sales team in an entirely different course like How to Be Driven.  

 No matter what we do, at the end of the day, the sales trainer is not important. Nor is the sales program. The most important element in a sales training is none other than the participants.  They must want to attend the training. Despite we being sales trainers and experts in sales, we cannot force anyone to come for training.  Therefore the one and only important element in any sales training is attendance.

 By Andy Ng, Sales Coach of Asia Trainers.  List of courses are at here. Related articles:
  1. The 71 Costless Ways to Increase Sales
  2. The 9 Elements that all sales trainings must cover
  3. The most forgotten sales technique
  4. Selling when people don't want to buy
  5. Successful Selling Strategies in these 7 ways
  6. Most sales training in Singapore are wasting money
Labels:

Comments

  1. Maariah1/10/2020 1:36 pm

    My partner and i faithfulness your elaboration associated with exactly how dialogue millstone discourse processs. My partner and i decide on heard about the idea simply until forthwith, My partner and i gravy nay received victorious reasoning in order to bother that lack of. Blesss to the increase! Sales Training Sydney

    ReplyDelete

Post a Comment

Popular posts from this blog

If Not You, Who Else?

I learnt this very powerful 5-word phrase from Singapore's highest ever box-office movie ever: "Ah Boys to Men II". In one scene, the recruits were about to start their 3-day field camp.  Their Officer-in-Command asked them, "Before we moved out, anybody not feeling well?"  All the soldiers replied loudly, "No Sir!!!" "Gentlemen", continued the Officer, "Every time the training gets tougher, one thought comes to your mind, 'Why Must I Serve National Service?' "My answer to you is, 'If Not You, Then Who Else?'" Wow!  What a powerful phrase!  If Not You, Who Else may mean: You are the most suitable person, and we can't find anyone better than you.  This is appreciation at the highest level How can you push this responsibility to someone else? I am making a request to you specifically, please don't reject my request Can you find me another person more suitable than you? Please refer me anot
Post a Comment
Read more

Kindness as a Way of Life: How Kindness can Reward You 6 Times Over

Kindness as a Way of Life by Andy Ng Kindness is a universal language that transcends cultural boundaries, enriches human connections, and has the power to transform lives. It goes beyond mere acts of charity or random good deeds. To me, kindness, when practiced as a way of life, becomes a profound philosophy that can shape our interactions with others, the world around us, and even our own well-being. In this article, we will explore the multifaceted aspects of kindness as a way of life, touching on non-violent communication, the limitations of traditional charity, the potential harms of helping, the deliberate cultivation of kindness, and the incredible rewards it brings. 1.       Non-Violent Communication Non-violent communication (NVC) is a key component of practicing kindness as a way of life. Developed by Marshall B. Rosenberg, NVC emphasizes empathetic communication that seeks to understand and connect with others on a deeper level. It encourages active listening, empath
1 comment
Read more

New Age Mobile Numerology

Many people look at 'mobile number change luck' with skepticism, they say, how can just one simple mobile number change create so many changes in a person's life?   Also, the mobile numbers are given to us by random by the telcos, how can our fate be assigned by the telcos at random? Besides, isn't it true that our lives and fates are determined by birth and what we do, how can a small mobile number, which is a modern invention, have any effect?  How about people in the past without mobile numbers?  You mean they don't have a life without mobile numbers, right? One more thing: you cannot just change your mobile number and expect your life to change. If this is so, wouldn't everybody be rich just by changing their mobile numbers? Finally, isn't this kind of fortune-telling thing more of psychology and blind faith than science?   If so, how can we trust anything that is not proven and not science? Today let's resolve all these doubts and I welcome your co
3 comments
Read more