By Bob Urichuck
The average sales training program runs from one to three days. Why?
Is it because everyone is looking for a quick fix?
Is it because management wants to say we trained you?
Is it because of budget allocation or time constraints?
And the list goes on…
Yet what will “up your bottom line” the quickest? Sales of course!
So why not invest in your bottom line, your sales force?
In today’s new economy of buyers, there is a greater need than ever before for selling and non-selling professionals, business owners and entrepreneurs to learn how to sell their products and services by engaging and empowering buyers, while following a proven sales process.
The real sales training skills that produce bottom line results are not gained through one- to three-day programs but through continuous or ongoing sales training.
Statistics have shown that sales training will be forgotten within 30 days. It doesn’t matter if the training is public or in-house. Sales training has to be an ongoing process not just a one- to three-day event.
How to get continuous sales training you can afford
Continuous sales training is a few hours a week for a few months, from a quarter to a period of a year or more. This process can be costly though, when you take the venue, accommodation, travel and trainer fees required for live programs into consideration.
However, with today’s technology continuous sales training has become more accessible and affordable to all. The alternative to live training is interactive video virtual sales training.
Virtual sales training allows participants to:
- learn at their own pace;
- complete workbook exercises;
- apply what they learn in the real world;
- be tested, monitored and tracked by management; and
- be coached along the way.
Keep in mind that no one likes to be told they have to take sales training. Introduce the virtual sales training program at a sales gathering or sales conference with the objective to obtain participant buy-in and commitment to the process. Without participant buy-in or commitment, virtual sales training will not be as effective.
The key behind continuous learning is to apply what you learn in the real world then come back into a group where everyone discusses their experiences and learns from each other; you then go back out for a second or third try until you get it mastered. Once mastered, you can move on to the next module.
Every sales training program will teach you how to sell and sales will be made. But only continuous sales training with real world application will provide the sales training skills for measurable bottom line results.
Continuous sales training should not be about tricks and techniques. It must provide an understanding of human behavior; an understanding of universal buyers’ requirements; and ultimately, an understanding of how buyers buy and how honesty and trust afford lasting relationships and a secondary sales force.
Learn how to execute the disciplines of attracting, engaging and empowering the “Buyer Focused” Velocity Selling System, to up your bottom line:
Get our complimentary e-Book “The New Economy of Buyers, Why Traditional and Consultative Selling Methods No Longer Work,” at Vwww.BobU.com
Bob Urichuck is an internationally sought after speaker, trainer—founder of the ““Buyer Focused” Velocity Selling System—and best-selling author in six languages. His latest books, Velocity Selling: How to Attract, Engage and Empower Buyers to Buy, and How to Motivate Your Team in 30 Days are new in 2014.
Sales Velocity. Your Bottom Line. Our Passion
