How to avoid death by Powerpoint by David JP Phillips
Imagine you are a new salesperson and on your first day after a brief orientation, your Sales Manager gives you a little pep talk that goes something like this:
“The customers are out there… all you need to do is go out and find them.”
Then after he loads you up with product literature and business cards, he finishes his pep talk with,
“Go get ’em tiger.”
Sounds silly doesn’t it.
Unfortunately, many companies orientation program for new sales reps is not much different.
Sure they may spend a little time on product knowledge training. And maybe a little on how to write up and enter an order into the company’s computer system. But for many companies a formal sales training program designed to help their sales professionals succeed is not existent.
Or worse, it is so old and boring that nobody uses it.
The number one concern organizations have when investing in sales training is the cost. They think that developing a new program or revamping an existing one is going to be expensive.
What they don’t consider is the cost of having an untrained salesperson in the field.
- The high cost of the negative marketing: The negative impression that the customer has of not only the sales representative, but your company. Untrained sales person tends to make a lot of mistakes and often a fool of them self, because they don’t know what they are doing or talking about.
- The high cost of turnover: Salespeople will only struggle so long, getting rejected over and over again, before they will seek out easier challenges. Turnover costs can range anywhere from 30-150% of an employees annual compensation.
- The high cost of loss sales: The difference between winning and losing in business (especially sales) can be extremely small, but the compensation is significant. An untrained sales person will lose out to the trained professional more often than not. This can be the difference between sales growth or sales decline. Between having a positive cash flow or going into debt. Between having a to expand, or laying off employees.
Effective sales training can be help your organization bridge that gap by:
- Improving Credibility with your customer base: Customers love to work with professionals who are trying to help them succeed, not amateurs who are looking at them as a car payment.
- Reducing Turnover of staff: Long-term employees have the opportunity to build a relationship and get to know what they need. This is attractive to customers who like to buy from people they trust.
Trust = Credibility and Credibility = Sales
- Improving Sales: Increasing the credibility of your sales professionals (and your company) will open the door for more opportunities, which will lead to more sales, which will lead to more revenue.
Just think of difference it would make to a new sales professional, when they enter the field confident that they know what they are doing, what they are talking about and how they can help their customers.
Armed with this knowledge and skills skill you will be motivated and prepared for success.
Then you really will be able to; “Go get’em tiger.”
This poem was written by the Memory Man, Bill Clennan who many also called the Dean of Canadian Professional Speakers. He would have turned 72 years old today (Jan. 16th, 2016), but unfortunately passed away over 5 years ago. This was the way he closed many of his speeches. Whether you are an athlete or not, this is a very powerful and inspirational message. Please enjoy and remember The Memory Man.
THE REWARD IS WITHIN -Bill Clennan
The contest lasts for moments
Though the training’s taken years,
It wasn’t the winning alone that
Was worth the work and the tears
The applause will be forgotten
The prize will be misplaced
But the long hard hours of practice
Will never be a waste
For in trying to win
You build a skill
You learn that winning
Depends on will
You never grow by how much you win
You only grow by how much you put in
So any new challenge
You’ve just begun
Put forth your best
And you’ve already won.
Bill Clennan, Canadian Motivational Speaker
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You could feel the exitement in my house this morning.
First day of school and everyone is ready to go. That was until I turned the ignition key on my car and it just went “click, click, click”. I tried it again and got the same results. After trying it a third time, I realized that something was wrong with my car.
After my daughter jumped out of the car and hi-tailed it on foot to school. I went back in the house and called my mechanic. (Brad Busch @ Double B Automotive, in Guelph (519-767-3252).
“A good mechanic will sell me new parts while a great mechanic will fix my car.”
That is exactly why Brad is the first person I call when something goes wrong with with one of our vehicles.
Are you the first person your customers call when they have a problem you can fix?
If not why?
Perhaps you need to ask yourself a few key questions.
How are you serving your customers? Are you selling them your products and services or are you fixing their problems?
Because the difference is huge.
Selling products and services is about what YOU get out of the sales interaction. Solving problems is what THEY get out of the sale.
Guess who you customer cares about more? (Here is a hint… it ain’t you.)
If you want to learn more about how to become your customer’s preferred supplier give send me an email @ Richard.email@example.com.
If you want to get your car fixed call Brad.
Question: Guess how much the repair cost?
Answer: It didn’t matter Brad fixed my car (Battery problem) and I didn ‘t question the bill because I knew Brad was not going to rip me off, by selling me more than I needed.
When a service provider builds trust within the mind of their customer, price objections simply disappear. And when price no longer becomes an issue, selling becomes a whole lot easier.
If you would like to learn more about how Richard Elmes, The Sales Dating Guy, can help you grow your business, call: 226-820-4515 or email: Richard.firstname.lastname@example.org
A friend Jim Estill http://www.jimestill.com/, recently mentioned this video in his blog. After viewing it I felt compelled to share it with you. Not only for the content on how to motivate your employees, but because of the communication forum that is used.
Excellent communicators keep in mind that there are 3 types of learners, auditory(hearing), visual(seeing) and kinestetic(doing). And this video helps both auditory and visual learners grasp the material.