Online Training

I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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The Optimistic Sales Professional

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Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical to a salesperson’s effectiveness, success and overall well-being. Something many of us know intuitively, but good to have it validated.

Managing and overcoming setbacks ...

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One important Item to keep your Sales Wheels Turning

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Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they can truly be effective as sales people.

By contrast, ...

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How much Sales Training should I have?

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Highly effective sales people do not happen by chance.  Top performing companies across industries provide their sales teams with no less than 8 days of focussed sales training per year, excluding product training.

Of course, larger businesses can afford to invest in the development of their sales teams and appear to have the upper hand when it comes to highly skilled sales and service teams.

Having regular and quality training and coaching can prove to be a challenge for smaller ...

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10 Do’s of Onlines Sales Training

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Here are 10 important Do’s that every successful online training provider should incorporate into their online (sales) training courses, well in my humble opinion anyway.

  1. Present the benefits of undertaking the course, module or topic
    Do not let your participants dive into a course, module or topic without providing them what the aim is. If you just dump the content in front of them in the hope “they will pick it up anyway” will only lead people to jump ...
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What do Sales People Need to Know and Apply?

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What is expected of sales people today? And so, what do they need know or learn?

Let’s first look at what clients want. This will help us determine what sales people need to be able to do.

Clients today have access to more information than ever BEFORE. Clients can make product versus product comparisons very easily. And most clients know what they are after even if they don’t know how to articulate it.

Clients expect to communicate and deal with a ...

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Myth: E-learning technology is unreliable

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Every other arena in society- financial institutions, businesses, and government- do not avoid updating their procedures and protocols because of the fear of unreliable technology. Clearly, you only need to look at people’s phones – how many of those phones are new? Loads – mainly because of the easy ways to upgrade you phone while getting better and cheaper phone plans!

The reality is that most distance learning software requires only an Internet connection and a computer. Fancy tools ...

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Synchronous and asynchronous online sales training.

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Online (sales) training can either be synchronous or asynchronous.

  • Synchronous
    1. occurs in real-time
    2. all participants interacting at the same time
    3. e.g. webinars, Skype, chat rooms, live discussions
  • Asynchronous
    1. self-paced
    2. all participants not logged into the course/discussion/online at the same time
    3. e.g. email, blogs, wikis, videos, documents, courses

While there are advantages to synchronous learning – people can interact with each other – there are many advantages for asynchronous learning:

  1. people do not need to be set to a certain time
  2. people can attend their normal day jobs
  3. people can proceed ...
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We want more than a script

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A sales script is a well constructed set of guidelines that support us when we prospect. Millions of sales people around the world use sales scripts.  Used properly, sales scripts act as scaffolding or bridgework to help us earn the right to have a meaningful discussion with our prospecting customers, members, donors, or subscribers.
Good sales scripts:

  • are purposeful – have a clear reason why we are calling someone;
  • use language the prospect understands;
  • are designed for the benefit of the ...
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