Sales Training

I attended sales training on Monday and Tuesday of this week. I have been involved in the selling profession for over ten years, have read literally over 100 books on selling, attended several sales training courses and been mentored by more than one sales "Champion". Needless to say I was somewhat taken aback when I discovered I was to attend a basic sales training course. I do consider myself something of an expert at selling.

As always, I was determined to make lemonades out of what I perceived as lemons. I am starting out on a career as a sales trainer, leadership consultant and all around good guy, so seeing how the training was delivered actually had some value to me. Plus, I am always interesting in picking up some new technique or tactic that I can use to either make myself better or to recommend to someone so that they can make themsleves better.

Yesterday concluded my sales training. In actuality it wasn't that bad. I did pick up some great materials thatI can integrate into the material I am developing. I picked up one or two tricks and tactics from other's experience and I had a chance to review the basics. I do not consider it a waste of time. importantly, it also afforded me the opportunity to review the habits I had fallen into over time and emphasized areas where I might want to get back to basics.

For instance, I detest detail work and rigorous call planning. One of the things I love about selling is the "rush" I get from meeting someone knew and figuring out how to relate to him or her, ascertain their needs and then craft a presentation that showcases my product in its best light. Because my primary product has pretty consistent I have fallen into the habit of neglecting my pre-cal planning and "flying by the seat of my pants". I can probably improve my game somewhat by focusing a little more on planning in advance.

To be honest, I am not going to do any pre-call planning in any great detail. There are benefits to experience and needing mimimal planning is one of them. Still, just as Michael Jordan and Larry Byrd continued to practice free throws even after years of playing in the NBA, it is always a good idea to drill the basics.

(more to follow...)