The Warning signs
Deliberate but inaccurate contrarianism
Because sales training is a really
crowded niche, to stand out, many
sales training organisations will
come out with deliberately contrarian
statements about the sales process
A recent example is a guy who claims
that “relationships no longer matter
in sales” – now from experience I can
absolutely tell you right now that
that is just total BS – what I also
know is there is research that shows
that the ability to create a
relationship is a whopping 40%
of what is required to make a sale
Being contrarian is a great way
to stand out but if what they are
saying is just flat out wrong
then they are simply misleading you just
to get your attention.
The use of overly complex jargon
This is often done in an effort to
allude to complexity to create
interest.
In short, if it sounds too complex
it will not only be hard for you
to learn, it will be even harder
for you team to learn and will
be even harder to get them to do
it
Your system needs to be a
balance of practical, easy to
learn and DEADLY effective to really deliver results
5 Crucial Questions you need to ask when
evaluating a sales training program
to get the best fit for you?
1. When was the last time this guy actually
sold something?
Here’s the thing – many so called sales
trainers have become great internet
marketers but haven’t actually sold
anything for many years
A great way to tell is if they continually
use the exact same old examples to explain
different ideas or strategies
i.e. “when I was working in sales at xyz
company 30 years ago”
Sales knowledge is like a muscle and
unless your trainer os a doer of the thing
they will very quickly forget the nuances
2. Will this person be a good culture fit
for me/my people?
This is a big one.
If your chosen trainer is not going to be
a good fit for your people, he or she can
have the best content in the world but
it will be worthless because none of
your team will take it seriously
3. Is this person a trained facilitator
or just a gun sales person “telling”
everyone what worked for them
This is another big one
Your trainer needs to move at the speed
that your team needs to move at – and
that takes a special type of skill set
Great facilitators are not born that way
it takes time, training and experience
to be able to have the feel to lead
a great learning session.
4. Are they focussed on their system or your
results?
Often sales trainers will talk way more
about their process or system and
way less about your outcome
the conversation from the word go
should be about your results not
their process
If you are hearing “my process”, “our
system”, etc etc and very little about
your results you are likely not
talking too the right person.
5. Do I or will my team want to model this person?
There is a sales trainer out there who
I believe is quite good – but the guy
ripped off thousands of people for millions of dollars and was convicted
and sentenced to 4 years in prison.
Now do you really want your team modelling
someone like that?
If you buy into the idea that “who you are
is as if not more important than what you
say’ – then you probably can guess your
own answer to that.
Are you ready for a massive shift
in your results?
Are you serious about doing what it
takes to crank your results up
to where they should be?
Here’s a place to start
Free Strategy Session (valued at $297)
Click here to find out more about how you can have a FREE 45 minute sales strategy session with John Blake
