Episode 269: 6 Reasons Why Everyone Needs Sales Training

by | Nov 16, 2017

Everyone needs sales training. Yes, even your best sales reps. Today on The Funnel we discuss the benefits of providing every sales rep with sales training. Including the importance of communication skills, understanding people, problem-solving, building strong relationships, and good listening skills. So, what are you waiting for? This week only if you subscribe to the Funnel you will receive Alignment Groups $249 Sales Training Class for only $99! Click here to get started!

 

What we’re going to cover:

  • Communication skills
  • Understanding people
  • Problem solving
  • Strong relationships
  • Demonstrating value
  • Listening skills

 

Communication skills

 

Great salespeople are great communicators

“We know that. But we’re not talking about the personality side because not everybody would make great salespeople because they’re good communicators. Because it’s not just about having a conversation with somebody and getting to know them as you’re sitting next to them at an event. It’s really about what it takes to drive new business.”

 

Questioning skills

“The ability to ask the questions and layer the questions in a way to get people to open up is critical in sales. This way, you can develop a real understanding of exactly what’s going on with them.”

 

Open-ended

“How many times do you get in meetings and the meetings are endless, they just go on forever and they talk about nonsense and nothing ever gets done? Now, for the salespeople, when you get in meetings like that you leave knowing it isn’t going anywhere because people didn’t have the communication skills, they didn’t know how to ask the right questions, and to get to the point. They left it open-ended.”

 

Understanding people

 

It takes a village

“In a company, you can’t get anything done without other people. For example, if you’re working in a department and you’re working with people that are different than you, how are you going to work with them if you don’t understand them?”

 

Everyone’s different

“There’s a lot of things that go on in people’s lives before they get to you at work before they become a part of your work environment. Well, sales training teaches you that. Why? Because you can’t pick your prospects, you can’t pick that person that is in charge of that purchasing decision. You can’t pick their culture, their background, their personality. It doesn’t work that way.”

 

Learn to work with others

“Sales training teaches you to work with others because you have no choice. You can’t just say “well I’m not going to work with them because they’re hard to talk to” that’s an opportunity to drive business, you don’t just walk away.”

 

DISC Assessment

“The disc assessment is a great tool to understand not only how you communicate, where your strengths and weaknesses lie and the type of person you are, but it helps you to recognize other people and how they communicate.

And if you understand how people communicate, you understand where they’re coming from, you walk in their shoes, and have some empathy for who they are and how they think, you will be amazed at how much movement you get.”

 

Problem solving

 

Creative solutions

“I don’t want you to come to me with your problem, I want you to come to me with your problem and suggestions on how to solve that problem. I want you to think of a creative solution to solving that problem.”

 

Critical thinking

“No one is solving the customer’s problem by themselves, right? Salespeople are taught to help them find a solution, and hopefully, it’s your product or service, but you have to come up with some creative solution with the customer to solve that problem. In other words, your people skills are coming into play here, your communication skills, your problem-solving skills, it’s all about critical thinking.”

 

Good teachers prompt problem solving

“What is your solution? How do you think we should solve this? What do you think is going to work here? Good teachers do that, good professors do that, good psychologists do that, they help you solve your problem, they help you by critical thinking, they give you suggestions, they ask questions, but they want to hear what you have to say to solve that problem.”

 

My rules

“If you come to me and say I cant do it the first thing I’m going to ask you is what did you do to try and solve it? If it’s nothing then why are you here? You need to understand the difference between we have a problem and you have a problem. If you want me to help you solve this, but you’re not contributing, that’s unacceptable.”

 

Strong relationships

 

Relationship building

“Some of the best salespeople out there build very strong relationships with people. Which is why I spend a lot of time on relationships and relationship building in my online sales training class! I think It’s really important to understand how to build strong relationships.”
 

 They have to like you.

“You know the old saying people buy from people they like? If you want to drive business and sales, people have to like you and you have to like them. That doesn’t mean you need to be their best friend. Because people often confuse a strong relationship with a best friend.”
 

Getting movement

“It’s not easy to get things done, it’s not easy to get movement, but if you want to get movement with people build a strong relationship. The best salespeople have the best relationships because people don’t buy from you just because your price is better or your product is better. They buy from you.

If they trust you and they like you and you build rapport with them they’re going to buy from you. So, why wouldn’t you want to teach your people how to build strong relationships?”
 

Demonstrating value

 

Where are you going?

“We’re taught right from the beginning have that value proposition in sales, we have to be able to show the value we are bringing to the table or we’re not going to get anywhere.”
 

Value proposition

“If you’re not demonstrating value even if you have the skill set to do it, a lot of good ideas will go away. So imagine different people in different departments having that skill set, lots of good things will happen. Because people know value when they see it when they’ve been trained on value.”

 

Listening skills

 

Most people like to talk

“Listening is extremely difficult for most people. Most people like to talk and when they’re not talking they’re thinking about what they’re going to say. It takes a tremendous amount of listening skill set to not do that, to really focus on what the other person is saying, and when you regurgitate that back to them and you summarize, they respect that.”
 

Listening is primary

“Now, sure you can get listening skills anywhere but salespeople pay particularly close attention to that in sales training and it’s part of the bigger package because they’re all pieced together. But listening is primary as far as I’m concerned.”

 

If you listen they will tell you everything

“The vast majority of people in the world do not do a good job of listening, but good salespeople listen. And if you listen people will tell you everything you need to know, and that’s huge.”

 

Uncomfortable silence

“People are uncomfortable with the uncomfortable silence, they just feel the need to keep talking. Sales skills and sales training help you be comfortable with the uncomfortable silence.”

 

Show interest

“It shows you’re interested when you’re able to communicate to folks back what they said. None of us are perfect at it and it takes a lot of work, a lot of effort, but sales training provides that.”

 

Keep Filling The Funnel

We would love to hear from you. Let us know what you think about this episode. Please feel free to reach out to us if there is a specific sales topic you would like me to cover.  You can find me on Twitter at @Sheajohnr or email me at jshea@alignment-group.com.  And if you get a chance, please feel free to review us on iTunes.

 

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