Look, the subject of selling, like any other subject, is full of false information that has been perpetuated over the years. This false data may be partly responsible for the poor impression people have of sales, a true profession and very needed life skill. “False data” is information that is not factual, but is accepted as truth and passed along like wisdom.
TRUTH or FICTION1. Experienced salespeople don’t need training. Answer— FICTION: Experienced salespeople need training and are the people who can benefit the most from it. Think about it, even LeBron James has a coach. It’s not that he needs to be taught to dribble, but a coach can show him a different perspective on things—someone who sees things from outside of the court while LeBron has only the view from on the court. LeBron trains daily—it’s called practice. To get to the top of the sales profession, and to stay there, is a continual process and will not happen without a program of ongoing coaching, self-evaluation, and self-improvement. 2. Sales training doesn’t provide much benefit. Answer— FICTION: Sales training, if done properly, will increase sales results. If you have a big difference in revenue generation between your top and bottom sales people you will see big increases with a good training program. The only reasons, in fact, anyone doesn’t train is because they fail to see the benefit of it. If everyone saw the missing sales, the whole world would be using daily sales training. 3. You can see a direct result of sales training. Answer— FACT: If a sales training program fails it’s because it doesn’t relate to specific, measurable performance objectives. If specific needs and objectives are established and training is modeled around them, the results can be measured and tracked. Do a pre-training and post-training test and you’ll get a simple visual gauge that can show you the training knowledge improvement results. What is your sales training ROI? You can know all sales achieved as a result of training, minus the cost of training. Don’t rely on feelings to assess the effectiveness of this big expense for your organization. Measure it by doing some simple pre-training and post-training tests! 4. Good sales training is just a matter of “pumping up” people. Answer— FICTION: Motivation isn’t the same as sales training. Yes, motivation is necessary and should be provided within a sales training program, but rah-rah meetings won’t last long without teaching the skill sets to go out and close deals. Demotivating things such as high levels of rejection will still be a problem after a motivational session. The best way to improve long-term motivation is to provide salespeople with skills that will give them successful sales techniques that they can use to boost their sales and their paycheck. 5. You can't do sales training yourself and save money in the process. Answer— FICTION: Salespeople will find successful sales techniques and ideas introduced by outside sources to be more credible than what their managers tell them. The fact is almost all sales managers choose NOT to invest their time preparing and delivering sales training themselves. Their daily schedule is already too full. The truth of the matter is that no company should be worried about saving thousands on sales training if they hope to make millions. To get massive growth, great sales training is a must. I believe it is a FACT that every business in the world would increase sales and revenue getting on Cardone University. From prospecting to follow-up, cold calling to selling basics, motivation to closing strategies—Cardone U is the #1 sales training platform in the world. There’s no fiction in that statement. Be great, GC