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Sales training program? Principles?

by ID015
6 replies
what do you think are key principles that should be included in a sales training program?
I.e.
- Effective Communication?
- Active Listening?
- Motivation?
- Solutioning?

What else and why?
Thanks all in advance!
#principles #program #sales #training
  • Profile picture of the author Oziboomer
    Originally Posted by ID015 View Post

    what do you think are key principles that should be included when someone meets other people for the first time??!

    Hi ID015.

    How are you?

    Where do you come from?

    I haven't seen you here before?

    Are you from around here?

    The first principle of just about anything is get to know people first.

    Example...

    Hi my name is ID015.

    I'm from XXXXXXXX

    I'm new here.

    I've been lurking a while but NOW...I want to contribute.

    I'd like to get to know you guys so I can join in and discuss a few ideas I've got.

    Is that OK?

    Try that approach first as it works for sales too.

    Kind regards,

    Ozi
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Oziboomer View Post

      Hi ID015.

      How are you?

      Where do you come from?

      I haven't seen you here before?

      Are you from around here?

      The first principle of just about anything is get to know people first.

      Example...

      Hi my name is ID015.

      I'm from XXXXXXXX

      I'm new here.

      I've been lurking a while but NOW...I want to contribute.

      I'd like to get to know you guys so I can join in and discuss a few ideas I've got.

      Is that OK?

      Try that approach first as it works for sales too.

      Kind regards,

      Ozi
      I know, I know...saw the OP up in the main forum and recommended trying in here as several of us have our own programs. I did mention salespeople should know how to Prospect, Qualify, and Close...and that you could divide these jobs among several people or just have one person do them all.

      Thing is, OP, we suffered for our knowledge and aren't going to give it up for free. Buy one. Look around inside it. Or pay for consultations, record the calls, and take notes.

      This is the kind of knowledge that takes ages to develop. Lots of trial and error.

      Me personally, I don't give two hoots about "motivation" (sorry, social I totally get where you're coming from as it is a real-world problem, but the underlying issue those companies had wasn't addressed or even noticed...and that's the reason why they have the retention issue.)

      Anyway, OP, I was thinking someone might be ultra-generous and drop their thoughts in here. At least I know the knowledge is in this subforum--the dozen or so most legit business people are in Offline.
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  • Profile picture of the author socialentry
    Depends on your specific circumstances I guess, but for most companies I worked with the biggest issue was retention and so they always placed a premium on motivation.
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  • Profile picture of the author ID015
    aaaaah no I understand and absolutely there is no intention of nicking someone's material!

    the reason for my OP is because I am completing an assignment on marketing and sales and I need to discuss some key principles that should be included in sales training.

    After doing some research/googling/etc - I basically just came up with those main bullet points and I admit, sales isn't my forte I don't need the nitty gritty just the awareness I suppose...
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    • Profile picture of the author Claude Whitacre
      Originally Posted by ID015 View Post

      aaaaah no I understand and absolutely there is no intention of nicking someone's material!

      the reason for my OP is because I am completing an assignment on marketing and sales and I need to discuss some key principles that should be included in sales training.

      After doing some research/googling/etc - I basically just came up with those main bullet points and I admit, sales isn't my forte I don't need the nitty gritty just the awareness I suppose...
      You'd be doing yourself a big favor if you just bought a few current sales books. Go on Amazon, look for the top ranked books on sales. Make sure they have plenty of high ranking reviews. Buy a few titles, get an idea of what is taught, and go from there.

      It's not that I don't want to share what I know for free..it's that I can see you have no sales experience..or at least no sales training experience. And you have to start at the beginning.
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      • Profile picture of the author helisell
        I don't think any of the OP's headings are any good.

        Sales training is only any use iof it is presented from the customers viewpoint....i.e. what does/should selling look like from the customers' viewpoint.

        From a customers viewpoint you'd need to be very aware of....

        Do I feel comfortable with the way I'm being approached?

        Is the approach being used relevent to me?

        Does the person actually seem interested in helping me or are they just trying to manipulate me?

        If they seem interested in me what is it they are doing/saying to make me feel like that?

        As a result of all that, do I trust them enough to let them carry on?

        Does the person seem like an expert....i.e. are they asking me intelligent questions that are relevent and pertinent?

        Are they covering everything that I am concerned about and that may stop me going ahead with their proposal?

        Are they making it easy for me to say yes and difficult to say no?

        Approach your training headings this way and you'll get an amazing result.
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