The Truth about Training in Sales
Sales people often refer to the ability to sell and close deals as an innate talent. In fact, it’s not unusual for people in the industry to believe that successful salesmen and marketing professionals were born to sell. For those that don't do well on the other hand, they’re often referred to as just not having “it,” something which apparently can’t be taught or learned.
This mentality couldn’t be more wrong. By engaging in training in sales, just about anyone can pick up the skill of selling. Interestingly enough, the necessary skills to close deals are very different from the ones described by “experts”. They may be useful, but they’re largely unnecessary as far as success is concerned.
Here are a couple of truths about sales and marketing. Before you looking into training in sales, you would do well to consider these facts, which should help you form an informed decision.
The skill of selling is acquired, you’re not born with “it”
A salesman may have the charisma and charm to entice clients to sign deals and the like, but there’s really nothing an aspiring sales rep can’t learn in order to be successful. Charm, charisma, confidence can be learned—so don’t worry if you’re the stereotypical introvert who hides behind books.
The best professionals in the industry all went through some form of training in sales, whether it’s by immersing themselves in books, or by honing their skills in order to be effective.
Sales is an activity that’s done 24/7
While some sales reps believe that sales calls can only be done between 9 AM and 3 PM, transactions can actually be made at any time of the day. It all depends on the client’s needs or preferences. The most seasoned professionals will tell you that client needs greatly differ—some will want to discuss business over lunch, while others prefer to do it after office hours when the day is about to come to an end.
Telemarketing is a Must
Training in sales often emphasizes the importance of being able to communicate effectively over the phone. Although the internet has made incredible changes to the way we communicate, phone calls are still used to set appointments and even close deals. Successful sales reps often have to make dozens of calls each week, so being effective counts.
Successful leaders are made, not born and this one–day workshop will show you how. It will inspire your people to reflect on their leadership impact and to understand their role as a positive role model. They’ll learn to lead and develop their teams based on motivation, a positive culture and strong inspirational leadership.
Learning the skills you need to have impact and influence can transform your performance overnight. This workshop will challenge people to overcome any personal barriers that may be preventing them from achieving their full impact and influence. They’ll be able to look at situations from different angles and develop the skills to plan how to use their communication skills to maximum effect.
All good teams need a good manager if they are to perform to their full potential. This workshop will educate managers and leaders on the coaching techniques that can really empower team members and help get the best from them. They’ll gain an appreciation of how to question effectively, while ensuring the outcome is owned by each member of their team.
Not everyone likes change and getting everyone to accept change and view it positively can be a challenge. This workshop will inspire people to understand the change process and to develop the confidence to manage it. They’ll adopt a more positive attitude to changes which affect them and be able to reassure, inspire and involve staff during times of change.
We may not all think of ourselves as creative but we all have the potential to face problems and decisions more creatively. This workshop will demonstrate the benefits of taking a more creative attitude towards problem solving and decision making, highlighting a number of useful techniques. We’ll encourage people to understand the danger of assumptions, to think more openly and to evaluate even the most routine decisions.
Putting on a great show doesn’t have to be like the X Factor, but if you want to win your audience’s attention you do need a star performance. This workshop will enthuse people to develop their confidence as presenters. We’ll show them how to plan and structure presentations that have clear outcomes and messages. And we’ll give them the skills they need to deliver presentations with self–belief and maximum impact, whatever the situation.
We’d all love more time – time to do more, time to do less or time to do things differently – and yet we’re all guilty of wasting time. This workshop will challenge people to become more effective by encouraging them to work smarter and by highlighting the benefits that a proactive approach can bring. People will transform their working styles, focusing on their key outcomes and making best use of their resources.
We all know a great team when we see one but successful teams don’t just appear overnight – they take a lot of hard work and effort over time. This workshop will get managers thinking about just how instrumental inspirational leadership is in building a winning team. They’ll be transformed into confident, positive and motivated leaders who thrive on creating a winning team culture.
Getting a good performance out of someone is not something that comes easy to most of us, it requires patience and skill. This workshop will challenge people to maximise their impact on their team performance. We’ll equip them with the knowledge and skills to use a range of feedback mechanisms. They’ll leave with the confidence to develop their team members and to have those difficult conversations with underperforming staff.
Conflicts make most of us uncomfortable but with the right skills, they can be turned into a force for good. This workshop will encourage people to reframe how they deal with conflict. They’ll leave understanding different conflict resolution techniques and how to use them. We’ll give them the confidence to use different communication techniques whilst looking at conflict as an opportunity.
Assertive behaviour is meant to be the best way to reach a positive win–win situation but often it is perceived as plain bossiness. This workshop will consider the benefits of assertiveness. Participants will learn how to adopt an assertive mindset and communication style, with the confidence to put their point across and listen to the other person in equal measures.
Confident people are successful people but not all of us have the self belief to speak up when we want to. This workshop will guide individuals on a journey of self–discovery, inspiring them to reevaluate how they see themselves. They’ll become motivated to take more control over situations and develop the confidence to unleash their true potential.