for Conscious Selling the Sandler Way Updates
Will's unique ability to merge psychology, business savvy, and decades of experience make Will a tremendous asset. I am glad to have him on my side. Whether consulting on high stakes negotiations or on how to overcome a large sales challenge, Will has proven himself to be a trusted advisor. I hired Will as a business consultant in 2008 for several projects. He helped me produce great results. He is a creative expert.
Adam Nelson. Nelson Engineering, Garden Grove, California.
For even the most experienced sales managers, evaluating the myriads of sales training programs out there can be a time-consuming task. To narrow your selection process, follow these guidelines for finding the right sales training programs for your sales force.
Trainers With Practical Experience: Your sales team will be more responsive to sales training programs led by a trainer who knows first-hand what it takes to be successful.
Proven Sales Process: Effective sales training programs will provide a time-tested, step-by-step sales process. Your team should walk away ready to put this process into practice with every sale.
Complete Set Of Sales Tools: Sales training programs are about more than catchy phrases and motivational speeches. Sales training programs should equip your sales force with a comprehensive set of sales tools and techniques they can draw from in just about any sales scenario.
Goal-Specific Approach: Look for sales training programs that emphasize a results-oriented approach, such as identifying and qualifying the best prospects and achieving specific sales goals.
Diverse Training Methods: Your sales training programs should engage every member of your sales force. To do that, sales training programs should utilize a variety of training methods and materials to accommodate different learning styles. Written materials, audio instruction, hands-on training, group learning — they all have a place in your sales training programs.
Accessible Training: Make sure your sales training programs can be easily accessed by all members of your sales team, regardless of geographic location.
Reinforcement: Sales training programs should reinforce key training messages in a consistent, ongoing manner. This allows your sales team to build their comfort levels and familiarity with the tools and processes imparted.
Peer Learning: Effective sales training programs are those that allow your sales team to learn from one other. Collaborative exercises and role-playing guided by an experienced trainer go a long way to strengthening your team as well as sales.
Equal Training Opportunities: Every participant in your sales training programs should have the opportunity to reach their full sales potential, regardless of experience or geographic location. Make sure your sales training programs deliver the same level of quality training and instruction to everyone.