- Blow a sale and feel bad for a day; do it 30% more often than your colleague and lose your bonus, promotion or job
- Convert 10% of your leads and waste 90% of your valuable, irreplaceable time; work with better qualified prospects and convert 20% of your leads and double your income
- Trade a 2 to 6 hours a week to set 3 to 4 prospect appointments a week; properly leverage each appointment into 2 to 3 more powerful appointments with ideal prospects without spending 4 to 18 hours more of your time and double to triple your income
Most professionals in careers outside of Sales are expected to develop themselves through reading and extracurricular training. In general, sales is the least educated profession as it pertains to best practices and ongoing professional development. "Sales Training" often starts and stops at company delivered technical product training and the tricks of the trade with perhaps some company-built sales process. Most sales people spend more money on clothes and cars than on their most important asset -- their selves, as in self-development.
Engage in long-term, at least weekly, on-going, community supported sales training.
How to learn in Sales Training:
- Before you start, decide that you are going to change. After each lesson, decide what you are going to do differently and implement the change during the work week.
- Take copious notes during instruction. Read. Journal.
- Teach others what you learn. Share with others what you read. Tell the world what you are going to do after each lesson, then report back to your peers what you've done.