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The Sales Buzz Issue 92 -Sales Training Beliefs that stop people achieving their potential
September 28, 2010

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In this week’s Sales Buzz!

The Beliefs That Stop Sales Training Being Effective

Here’s a brief message I was given years ago by a wise old sales director. It’s as relevant today as it was then and sales people and sales managers can both learn about beliefs that stop sales training working

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The Beliefs That Stop Sales Training Being Effective

A wise old sales director once told me that: Selling, sex, and gambling, are 3 things at which people think they are naturally born experts, and can do well without any training, practice, or study.

I think he was talking about men as it was a male dominated industry that I was working in at the time.

You see them on nights out at the casino or a day out at the race track he continued. They place their bets and then make up some logical reason why they bet on the one they did. No study, no reading, and usually no winnings, just the belief that they have a natural talent for this masculine activity.

Remember your teenage years, the first fumbling attempts at sex. Some men improve and others don’t, so I’m told by my female friends. If you believe you have a natural ability and you’re the world’s greatest lover, you’re not likely to be looking for ways to improve.

I was starting to wonder where the conversation was going when he explained his theory on what stops some people from wanting or taking on board sales training.

Then we have sales training, he continued. I hear comments from sales people such as:

I have the gift of the gab.

I am a natural people person. Customers buy from me.

I know how to sell so why do I need sales training.

Ask them a few technical questions about selling and the structure of a sales pitch and it soon becomes apparent that there sales technique is like a teenager on their first date.

No idea of what stages to follow. They talk too much and the other person gets bored. If they do ask a question they don’t wait for an answer. And they think they know what the other person wants. Their biggest mistake is thinking that both parties enjoyed the encounter and received satisfaction.

The message in the story

I got his message: If people think they only have to use a natural talent that they were born with they will never look at ways to improve, such as sales training.

The other message is: When someone thinks they are as good as they can be they will not see the point in listening to feedback, making changes to what they are doing now, or looking for effective sales training.

If you think you have a natural talent for selling, or one of your sales team thinks they have, put the belief on one side and see how sales training will be of benefit.

If you like, you can still believe you are the world’s best lover and that you could make a living from professional gambling, but let’s get serious about your sales career.

There will be parts of your personality that you can use to be successful in sales:

A good communication style, a pleasant smile, and even your good looks. But no matter what positives you were born with, you will increase your sales results by investing in effective sales training.

Everyone can benefit in some way from good training on sales techniques, no matter what level of ability they are starting from, or what natural skills they think they have.

The first step to gaining these benefits, and looking for the right training program, is to deal with the beliefs that hold us back.

Get the right sales training for you

When looking for effective sales training look for a course that will suit you.

Start with how you want to learn. Do you want to learn on your own, in your own time, and at your own pace? If you do then home learning, an online sales training course, or a workbook program are the best way forward for you.

If you need the support of others around you, you have time to travel and be out of the office, and you want to pay for a presenter or tutor, then attending a formal training course will be best.

Consider other questions such as:

Do you need specific detailed direction. Or, do you prefer to let your own interpretations and personality come through in your sales pitch.

Do you prefer a book type course with chapters on each topic, or step by step exercises that encourage interaction.

The other message the wise old sales director gave me was:

You should always be looking to improve. Especially when you can earn money from it.

There’s lots of sales training available in many different format now. Internet, eBooks, hardback books, tapes, downloads etc...

As a place to start take a look at the courses available from the Sales-Training-Sales-Tips website...

Short and to the point - Effective - and Practical

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

  • Easy to learn sales skills
  • Short and to the point
  • Simple to put into action

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The Sales Buzz

The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.

Stephen Craine

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