OK. I am about to get controversial on everyone. Sales training, for the most part, is pretty generic. It is necessary to get people to a level of knowledge and understanding but training in and of itself is not a predictor of success. I have seen - and had the pleasure of personally experiencing - many of the larger sales methods out there - and even a few obscure ones (no names of course). What I can tell you is that most of them contain curriculum that looks something like this:
1. Establish rapport
2. Build an agenda and gain agreement
3. Introduce your organization
4. Gather information by asking relevant questions
5. Listen to the responses for cues to issues and opportunities
6. Understand how these are currently impacting the client or may in the future
7. Determine how to resolve the issue or help the client capitalize on an opportunity
8. Figure out how much that is worth to them
9. Position your "solution" to meet the needs and generate the benefits
10. CLOSE
Or some variation thereof.
I believe this is common-sense stuff - at least from a knowledge perspective. That is why the Firm I am associated with, Third Core, has decided to provide training on these principles at NO COST - no strings attached. Go to http://www.professionalsellingnetwork.com and take a look. You will find video content on the principles of selling and sales management, you will also find executive role plays and interviews with real industry executives. Professional Selling Network is the mechanism Third Core utilizes for the delivery of content to its clients. We are providing unlimites access to the material for anyone and any organization to use.
I encourage you to visit the site, browse the content and check back regularly as we will frequently update content.
I hope you get something out of it.
Cheers,
Steve
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