Old school sales training – should be banned

Selling from within is the philosphy outstanding sales people have mastered. As one person said to me the other week “I sell best when I don’t realise I am selling – the engagement comes from the belief in the products I sell!”. This is the view point of many high growth entrepreneurs I have worked with over the years. They communicate with clear value, consistently bring new thinking to the table and always think win-win.

So why is the market still flooded with old school training methodologies that use gimmicks and trickery to get someone to buy something when they don’t want it? Great selling often involves walking away if the deal is not right, you leave your reputation intact and the door open for another day. I came across a list of 63 closing techniques the other day the most bizarre being the puppy dog close. Is this for real? Do people actually teach this nonsense.

Closing starts the minute you open your mouth – no magic wand or closing technique does the job if you have been winging your way through a sales call. My advice is stay clear of old school training methodologies that promote this stuff because you are wasting your money. Effective sales people keep one foot in the customers world and one foot in the company till. An imbalance in this mindset does not deliver the required win-win.

Great sales people have conditioned themselves to truly believing they bring added value  with their propositions, they don’t blag it, they provide solutions and alternatives. If you are an entrepreneur looking for the right sales person check their integrity, track record and ask them to evidence how they have been honest and trustworthy in the past. Are they passionate about what you have to offer? Will they fit your culture? Have they got the right attitude? Do they understand your market, products and services?

If you have a sales force and they are not performing please don’t immediately send them on a sales training course, think it through, many such programmes are nothing more than a sticking plaster, more often than not they fail to provide a ROI  – the problems maybe more fundamental.

The best sales people love their products and services, they solve problems and they are keen to please – they avoid at all costs working through a checklist of objection handling techniques or weird closing methodologies.

Sell from within – it brings a quantum leap in new and repeat revenue.

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3 Responses to Old school sales training – should be banned

  1. Geoff Balfour says:

    Bang on again John. Outstanding. Thank you for putting it into context.

  2. close sales says:

    Having read this I believed it was extremely enlightening.
    I appreciate you spending some time and energy
    to put this information together. I once again find myself personally spending a significant amount of
    time both reading and leaving comments. But so what, it was still worth it!

  3. Raju Kaul says:

    John, I believe in what you have written because i have experienced it myself. Until a sales person is not passionate about his products and doesn’t have belief, he or she can never be successful, even if one tries to send them to world class training schools.

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