a lot of frustration with sales training today that some of the sales people who need them most do not apply the training in the field. They seem to understand tr1aining, but still make self-defeating mistakes that have become habits. They can answer all questions correctly in the training class, they emphasize the role-playing exercises, but they fail to improve ahead of the customer.
The assumption is that sales training is not. But when we tested sales professionals have learned the principles of
The problem is that we want "results" are not only well "trained" sales people.
Why pre-season "training camp" of the work.
Now, the NFL has been busy preparing for the regular season. They do this every year to present new plays and techniques to enable new players and increase the ability of defense counsel.
players do a lot of classroom training in each camp. They take their time to study game books, watching films, analyzing strategies ... March then on the ground and slam into each other for several hours. So where does learning occur? The most important part of learning occurs as a coach watches drills and correcting techniques.
When a mistake is made strong in the leg, the coach can stop the game, the correct strong, and then back again to correct the situation to gain a strong right.
Classroom theory ends when the pads go on and work starts in the trenches in the camp. By the time the regular season comes around, the team is ready. However, coaching and on, before, during and after each game. Getting better never ends.
What lessons can we learn from the NFL's training methods?
Training starts in the classroom.
Players must figure out a game plan before they can expect to spend it. Motivational training is no place in the classroom until the player has mastered vještine.Najviše motivated, dedicated, hardworking and "pumped-up" the player will get destroyed both physically and mentally, if he does not have the skills to perform! (The traffic starts where people are told to "hang in there" and then give nothing to "hang" on .)
classroom training should be principled, centered on specific skills and realistic. All successful training is based on a set of principles that support corporate strategy and filozofiju.Prodaje person must be understood in the right direction. Are we taking a long-term consultative approach and we're selling on price, hoping to catch volume. (ie trade sell boxes, sales professionals sell solutions that help customers more revenue .)
then the sales person needs to understand basic sales skills. How will the sales person to establish a favorable relationship selling? How will they ask open-ended questions to uncover customer needs? How will they ask questions that a buyer to recognize the value of the solution, before the sales person asks for the order? As a sales professional will deal with cost issues too? How he or she will ask for an appointment?
in your industry, training must be very specifične.Ugostiteljskih sales professional needs to understand how the product relates to the customer's menu, they will work in the kitchen of the customer. Special training should address how product knowledge is used in sales situations, ensuring that the sales person responds to customer needs, rather than pushing boxes.
realistic training is focused on the situation and sales events which will happen every day in the field, rather than vague općenitosti.Prodaja people to work and learn from case studies and role based on real sales challenges. These training techniques to help the sales person to recognize and understand how sales of the principles applied in the real field experience.
Improvement and good habits start in the field.
Just like the NFL players, our players will get the most meaningful learning experience when they are in the field, looking into the eyes of the customer. As you watch a football game this year, watch closely what happens on the sideline. You will see a position coach frantically engaged in an animated coaching sessions with their igračima.Treneri will be making plays or physically shows players how to handle blocking and resolve the situation.
Your players have the same kind of coaching in the field. And you can give that training and experience is fresh in their minds before they practice a new idea or skill to the next sales call. We call this "curb side" coaching, and this may be the most productive learning experience sales professional will never get.
selling them to improve .
best selling coaches recognize that the greatest opportunity for improving sales skills in the front seat of car sales professional. Here, our job is to first, get the student to identify what went right and what went wrong at the last sale poziv.Najbolji way to do this is to ask them instead to tell them. It's like selling things go better when we ask guests what they need, instead of trying to tell them what they need
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immediately after the call manager can start training by asking: "Tell me what you think went well?" This gives the sales rep the opportunity to talk about the success of the conversation. If he or she can not remember anything that went right, then you should. People need to know what they are doing right so they can continue to repeat those things. Here the manager has an obligation to step up sales rep force, recognizing a good job.
Furthermore, the sales person needs to recognize what is not working, so the coach will ask questions such as: "What do you think could be improved on call?" This gives the sales rep the opportunity to talk about what you do not do well on sales calls. This is where coaching skills are important, and it's very hands on, but it is not "constructive criticism". The coach who is constantly focused on the player's fault for more than a little frustrating to players.
Again, instead of telling them everything they need to do, ask: "What do you think you need to do differently next time?" This allows the sales rep to think about the possibilities for improvement. This allows them to think about and develop their own recipes for treatment.
It is possible he or she will develop a response that the coach feels is unacceptable. When this happens, there is a tendency for managers to rush in with the "right" answer. This is counter productive, the image is to say that the buyer should not use a certain technique to do their job. Instead, tell the rep, "This is one of the options, what else can I try?" This gives the sales rep the opportunity to think about it again, instead of defending their first ideas.
coaching experience to the sales person and a coach looking forward to, and no experience to be avoided. Coaching is a conversational and non-threatening. This is a discussion on improving and growing. This is an opportunity to continue in the classroom, and make it work in the field.
Your training can be three times more effective.
Research of the American Society for Training and Development considered that 70% of the actual job skills learning occurs at work. They estimate that classroom training only account for 30% of learning. I experienced coaches in the NFL seem to agree, for 100% efficiency we have to work both sides of the training.
