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Make More Sales By Avoiding The Product Trap
It's wonderful that you are passionate about your products and services but this won't help you make sales. Learn the key ingredient in the sales process that will have you closing more sales than ever.
The Farce Called Sales Training
Most sales training isn't really sales training at all. Put an end to the lie that knocks salespeople off track and causes them to stop listening to the customer. Learn a simple way to make sure your sales training has proper focus.
The Farce Called Sales Training
Most sales training isn't really sales training at all. Put an end to the lie that knocks salespeople off track and causes them to stop listening to the customer. Learn a simple way to make sure your sales training has proper focus.

Other product training Related Articles

10.3 Training for existing enterprises: Support for Growth-oriented Women Entrepreneurs in Tanzania, 2005
Once in business, women entrepreneurs express a strong need for training in marketing, product quality, financial management and business planning. But access to this business and management training is limited.

Gathering Good Requirements
Successful training programs come from knowing exactly what the training must accomplish for the business, the department, and the individual. They don't just happen. Whether you are developing or contracting training, use these steps to improve your requirements-gathering process, spend less time doing it, and drive more effective training:

Strategic Selling
All of us preach the basics of selling and encourage all sales people to go “Back to the Basics” of building value in yourself and your product. That’s a given particularly in today’s competitive environment. Much time and effort is invested in training your sales force on product knowledge, features, benefits, and closing tools. Little time is invested in training on the “Strategy of Selling”. This is what I am referring to.

What do your sales people really need to know and apply?
In today's market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales training agenda or the only training you offer your sales people then you may want to rethink your sales training strategy. What is expected of sales people today by way of skillful thought and action goes way beyond the product or the hard sell. Let's first look at what clients want. This will then help us determine what sales people need to be able to do.
Sales Training in Today’s Economy
Sales training in today’s economy will contribute more to your bottom line than any other activity. You will see how sales training will affect budget cutbacks, sales incentives, new product launches and personal growth. Let me share with you

Anyone Who Sells Needs Mike Dillard's Training
A common misnomer about Mike Dillard's training is that he/it only works for the network marketing or M.L.M industries. The truth is that anyone who sells a product or service WILL benefit from Mike Dillard. Yes, the training he offers specifically targets home business owners; but that's because there are over 75,000,000 of them worldwide. That's a pretty nice target market!
What are Training Brokers
Training brokers exist to help companies plan the training for their employees and to help organize further education for staffers. Intensive training needs often require some form of middle ground in order to sufficiently classify the proceedings, which is where a training brokerage comes in handy. It can be difficult to conclude whether training needs to be outsourced or take place in house, but a training broker can help gauge business needs and lead to decisions on diverse related matters. In short, a training broker completes the associated tasks with organizing training for employees. Any directorial tasks, such as scheduling or budgetary scrutiny, can also be left to the broker. He or she will work within a complex of allied groups to supply the business owner with the essential information about training programs,etc.
Is Your Sales Training Missing These Ingredients?
The last time you went on sales training, were you engaged in the decision? How long was the sale training and/or was the sales training ongoing or was it just the flavor of the month? When or what day(s) of the week was the sales training delivered - during pay time or no pay time? Did the sales training take your personal sales needs and learning methods into consideration? Were you able to apply the sales training methods in the real world? Were you encouraged to return for further sales training or to meet with your sales coach and discuss your experience? Was the sales training based on sales management objectives?

Why we should put the Trainer back into Sales Management
Up until 20 years ago, a key function of a sales manager’s role was the regular training of their sales people. What did this look like? Well, something like this: weekly 1 hour power training sessions for the sales team focusing on honing key skills, bi-monthly half day or 1 day sessions drilling down on account planning, strategy, market and product knowledge, and formal class room training usually employing external, expert training providers on a once or twice yearly basis to boost their teams to the next level. This was all supplemented by sales meetings and one-on-one coaching. Many sales managers of yesteryear were good trainers. However, through my observations across many businesses, the training component has been replaced by compliance.

Don’t Let your Smile Run Away from Your Face --- The Piano Man
There is a song called The Piano Man that uses the phrase - "The smile ran away from her face." That phrase reminds me of the look on many Sales Managers faces as they discuss sales training at their respective company. The least effective and the most expensive method of training sales people unfortunately is also the most common! Although a new sales person may have experience, simply providing product training for your line card is just not enough. The marketplace demands that sales people provide more than product knowledge, a product catalog and a price list. If that is the type of training you provide, chances are it is the root cause of management frustration, low productivity and high turnover not to mention lack of profitability. Training sales personnel appropriately can be expensive.

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