by Tim Roberts
"I would rather hurl my body off an interstate bridge than take a sales training program."
And so the selling process began. Oh, I wasn't offended. I've heard, if not that line, similar sentiments countless times. Actually, I appreciated that passionate refusal more than some of the wishy-washy, "Maybes," "Hmmm, sounds interesting," and "I've been through lots of sales training" that I often hear. Sales training has never been for everyone and never will be.
So what is sales training and more specifically how does it work here at Sandler Training Trustpointe? Clearly it's a journey. People learn at their own pace. The pace with which one learns begins with a one-on-one conversation and that conversation allows us to determine if the journey should be about a modification in sales behavior, attitude or technique--or, if it should even be taken. Don't underestimate that distinction. We can't.
Long ago it was clear to us that we are in the mental intervention business. Sales skill isn't about technique alone and even if it were, techniques, in and of themselves, won't be effective without powerful supporting beliefs. The same is true for achieving correct sales behaviors and possessing an abundant sales attitude.
Much to the chagrin of company owners, we are patient with the teams they send us. Instant gratification in the form of immediate results from training is a dream. Oh, one can see things happen quickly (often on the very next call) but we prefer you bank on a more permanent course of successful results--a course built on new guiding principles and behavior modification.
Sales training often begins with disdain for the notion that "I have to be taught to sell," yet typically evolves in short order to, "Okay, tell me more, this feels and sounds different." We're proud of our methodology and the clients who have grown through our work. Many of them are the very best in their respective sales fields. Don't suppose you'd consider an invitation from me to sit in on a session? Won't cost you a thing, just an investment in time and energy.
At Sander Training Trustpointe, we help our clients grow on three fronts: behavior, attitude and technique. To learn more about improving your B-A-T-ing average, contact Tim Roberts at tim@thetrustpointe.com or call him at 317.845.0041.
Batter up!
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