How to Internalize Sales Training

The stakes are huge for Salespeople.

• 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

Your competition is mediocrity.

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:

1. 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. 
2. Take copious notes during instruction.  Read.  Journal.
3. 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.

How are you going to give it away?  It's in passing it forward (it's not "giving back" -- did you "take it" from someone else?) that you truly learn.  What are you learning today?

Comments

[Jason W. Womack, MEd, MA]

Teach what you learn...the next logical step for me was: Mentor someone to become better (better than they were, better than they think they can be...better than ME!).

I so enjoy when someone approaches me and says something like, "I've always thought about learning more public speaking skills. What do you suggest I do?"

Over the past 10 years, I have invited people into a four-week, "crash-course" in Public Speaking skills. We talk once a week, for 15-20 minutes, and they get some "Homework" for the next 6 days.

For anyone wanting to learn more sales skills, go find someone who is great and ask to talk with them once a week, for the next four weeks.

You'll be amazed at the results! I know I am, every time...