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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.
The Paradox of Sales Training
Companies spend a lot of time and money in providing sales skills training. However, they skip the most important sales skill - Prospecting. The only skill that puts a sales person in a position to use all their other sales skills. Yet Prospecting training is easy, inexpensive, and requires very little time. The best ROI for your sales training dollar!!!

Other selling skills training Related Articles

Selling Techniques 101
Selling techniques can be improved on almost anyone. A successful selling technique is based upon three factors: winning attitudes, essential sales skills and the “people skills” upon which the sales skills are built.

Improving Your Selling Skills
Selling skills, like any set of abilities, can always be learned or improved upon. All you need is the good sense to want to improve and to get your hands on a proven system that can pick you up from whatever your current level of selling skill is, and assist you to smoothly rise from there. You’ve already got the good sense, or you wouldn’t have put in the time and effort to have found and be reading this. So how do you locate and identify the right training materials that will give you the real selling skill assistance you’re looking for?

Creating Your Own Sales & Marketing Guide
Sales training is important for teaching the basic selling skills, from cold calling to closing. New sales people need this training as well as seasoned veterans who forgot more than they remembered and also need to keep up with the latest selling skills since things have changed over the years. However, it is one thing to say this is how you do cold calling, for instance, and yet another to say whom you should be making those cold calls with. Sales training can’t stop at the basics. You need to expand that into “information training”, or training that also provides the vital, company-specific information your sales team needs to become more successful. This is the difference between generic sales training and customized training for your company.
What is the Most Important Selling Technique?©
Companies spend thousands of dollars on sales skills training and virtually nothing on Prospecting training. Yet what is the only skill that puts a sales person in a position to use all those other selling skils? Prospecting. Most sales professionals will never have a formal Prospecting training in their entire career.
7.3.3 Reconceptualising the role of training: Mainstreaming skills development for the poor
The whole concept of training should be reformulated more in terms of purposeful skills development based on a variety of modalities/interventions and not just conventional, formal training courses. Because 'training' frequently has pejorative connotations, serious thought should be given to replacing it with other terms. 'Skills development' is generally preferable with 'facilitators' (rather than trainers) in appropriate supporting roles.

Media Training, Marekting-Oriented Business Communication Go Hand In Hand
In the business communication training I've conducted over the years, I've found that communication skills don't have to be limited to the obvious focus on writing training and presentation skills (public speaking) training. There's more to getting your marketing message out there, and it involves reporters, editors and producers and their never-ending quest for "the story." It's all about media training.

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.
You don’t have to make Negotiation a part of every sale
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills training first. You cannot negotiate effectively if you cannot sell effectively first. Both are processes which need to be learned and applied in the correct order. However over 90% of sales people follow no logical process when selling or negotiating leaving their sales at risk. So to clear up the confusion between selling and negotiation I thought it might help to examine when you sell and when you negotiate.
You Can Learn Any Skill With Training But You Can’t Learn To Love It!
Most of us have to acquire skills that are not innate and with enough training we learn to do them just fine. But no amount of facility and training can help us learn to love them. You can build your life around acquired skills, but nothing can take the place of natural skills that allow for creativity and inventiveness.
How Execs Gain Competitive Advantage With Storytelling
Executive training programs are one of the last areas where corporate spending is cut. Any smart organization that wants to grow - even in a recession, will continue investing in executive communication skills and presentation skills training.
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