Many in sales training are of the opinion and I am too; that good sales training starts with the fundamentals. Such as verifying that the prospect is truly interested, understands what your product or service can do and is qualified and able to buy the product and services in the first place. And making sure the sales person can be engaging, listens, has customer service skills and can handle objects and either problem solve or explain without aggravating the potential customer or prospect. Sales people must be able to understand the fundamentals of selling and those are not the only ones of course. Simply what came to mind as I was considering the fundamentals we use to teach our Bonzai and Blitz Marketing Teams who were very much into direct personal selling, cold calling on the phone, out of the blue sales visits and giving demos of our services. We always taught them the fundamentals, no sense in having new sales people out their burn good territories or turning off good prospects by using bad sales techniques. We always took the philosophy that; Sales Training Starts with Fundamentals and although I am not a sales training guru like many of the popular authors and cassette tape experts in the field my advice comes from real life experience and let me tell you we always out sold our competitors and I would have it no other way. Consider all this in 2006. |
