Two Hour Sales Training

Training a sales staff usually involves more than one day - or one week of intensive training and role playing. After the initial training, reviews and monitoring are often involved which strengthen the salesperson\'s skills and helps troubleshoot problem behaviors. In many sales organizations, these processes can take up to several weeks to fully implement. However, there is another way. Total immersion in the sales experience is the key to rapid success. Just as children learn languages quickly in immersion schools and soldiers become proficient in military practices, so also do salespeople adapt quickly to the sales environment.

To illustrate how an entire sales staff can be trained and motivated in about two hours, we can look at the example of an inside sales office. If I am responsible for training a new crew of 12 people to work the phones, I want them productive and professional in about two hours. I\'m not looking for perfection, just a willingness to make money and represent the company as professionally as possible. To begin, I\'m going to jump right into the sales pitch. I\'m going to grab their attention and give them the most basic overview of what we do. As an example of a basic overview, this is what I told my inside sales staff when marketing industrial products: \"We are going to call our customer base and new businesses. We are going to establish that they use the products that we have in stock. When we have established that, we are going to establish that they have an ongoing need for these products. When we know they need these products on an ongoing basis, we are going to explain what we have and why we can offer a better alternative at a better price. This is what we do on the phone. Get on the phone and start attempting to do this. If you get in trouble, I will jump in and help with the transaction. If you get an irate customer, give him to me. Jumping in immediately and working through the obstacles as you learn is the only way to become skilled very quickly.

After your group has the fundamentals either written down or memorized, they are ready to begin contacting customers. Be there for each rep you have. Be ready to help them or offer directions immediately for two solid hours. By they time two hours of calls and contacts have passed, your new sales reps are going to have the fundamentals down solidly. There will be follow up and adjustments to either the sales pitch or approach later on, but a highly intensive and complete immersion program will bring your sales force up to speed faster than you could ever imagine.

If you follow this intensive plan, you will spend far less time on training and far more time on generating revenue for your company. This is the goal. You will achieve it if you are willing to drop all the latest trends in sales training and simply immerse your sales force in the best sales and sales closing techniques immediately.

Daniel Walch publishes articles on business and psychology. See his blog at http://themensview.blogspot.com/

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