Archive for Sales Training Classes
Fear
Posted by: | CommentsOne of the biggest pieces of baggage we as sales pros carry around with us is fear.
Fear can take many forms:
- Fear of rejection
- Fear of not being liked
- Fear of the wolf at the door
- etc
It is important that we identify our own fears early in our careers and correct them. Failure to do so will severely limit our success. Fear of rejection will keep us from making cold calls. Fear of rejection will keep us from closing $50,000 sales. Fear of not being liked will keep us from pushing through to closing.
A little fear of the wolf at the door is a good thing though: it keeps us motivated to get up every morning.
Testimonials are Feedback on your Value Proposition
Posted by: | CommentsTestimonials are great but most people don’t leverage them to their fullest extent.
Sure, we put them on our websites, include them in our literature, and have a sheet full of them to pull out at the appropriate time.
In addition to all that, you should be looking at each testimonial as a window into your customer’s perception of your value proposition. Each testimonial is an articulation of the value you actually provided. Each one contains a reason why someone did business with you instead of your competitor.
Use this information to fine-tune your value proposition.
Sales Training For Life
Posted by: | CommentsSo you’ve decided to try your hand at Sales. The company you are talking to even offers sale training. A lot of entry-level sales people get sucked in.
Usually the training is product training, not sales training. After that it’s sink-or-swim – and they’ve tied a cement block to your leg. Some people will make it but most won’t. Companies know this and hire large numbers of people and live with a high churn rate.
True Sales Training teaches you how to sell irregardless of the product or service. For example, every good respectable sales training system teaches you the importance of qualifying prospects. Most internal company sales training will provide you with a canned opening pitch.
SolomonRk is different. Call it Sales Meta-Training. Instead of giving you a canned pitch, we teach you a methodology for determining an effective ‘pitch’ that works with any product. We teach you a methodology for determining the appropriate qualification criteria for your company and product. We teach you a process you can apply so that you can determine if a prospect is ready to close – and what to do if he’s not ready to close.
We teach you how to wake up in the morning knowing what you have to to that day.
We teach you how to have a mid-level pipeline in 90 days in any industry.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Michael D Goodman on Trust Credibility, and Interest
Posted by: | CommentsThis is am amateur video taken several months ago of Michael D Goodman talking about the elements of Trust, Credibility, and Interest in the sales process:
Credibility
Posted by: | CommentsWithout trust and credibility you have nothing.
Does your prospect believe you can deliver on your claims? Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it.
This credibility needs to be established early in the process. Don’t wait until closing to find out if you’ve got it.
Motivational Seminars are not Sales Training
Posted by: | CommentsHere’s a tip: When you are evaluating sales training see if the provider also offers ‘Motivational Seminars’. If so, dig a little deeper before plunking down your money. Often the sales training and the motivational seminar are the same thing just branded differently.
While motivational seminars are fun, they don’t teach you what you need to be successful in sales. They don’t teach you how to determine your product’s value proposition. They don’t teach you how to qualify prospects ( Our sales training goes much deeper and teaches you how to determine the qualification criteria for your product or service).
Good sales training teaches you skills.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Your Product’s Value Proposition
Posted by: | CommentsIf you have been through a company-sponsored sales training course, chances are that it provided you with the value proposition – sometimes referred to as Unique Selling Proposition or USP – of that company’s product or service.
But what happens when you move on to a new company?
How about if you were instead taught how to determine the value proposition for any product or service in any company? That’s the SolomonRK difference. It’s designed to give you everything you need to have a mid-level pipeline in 90 days no matter what you are selling. We know it works because we use it ourselves.
This process is not just for sales professionals. We like business owners and CEOs to attend SolomonRk because for most it’s the first time they’ve really thought through their product’s value proposition. When the C-suite truly understands how their customers perceive the value of their product, the entire company tends to align around the same language. SUddenly the marketing collateral, website, even the receptionist begins using the same language and that in turn helps the entire company to grow.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
SolomonRK is Not a System, It’s a Framework
Posted by: | CommentsWhen initially started thinking about creating a Sales Training course I quickly discovered that there was no curriculum. Yes, there are lots of systems and methods: Strategic Selling, Spin Selling, Solution Selling, Sander, and Hopkins, to name a few. Unfortunately, there are important topics that matter to a new sales professional that are not covered by any of these.
For example, the Tom Hopkins system teaches Qualify-Present-Close. Most of Hopkins’ qualification techniques revolve around money. What if there are other major qualification criteria? Hopkins is not much help.
The SolomonRk system uses a 9-point matrix of qualification areas and teaches you how to determine the qualification criteria for each of those points. SolomonRK doesn’t just hand you the qualification criteria for your product. It teaches you how to determine the qualification criteria for any product. Then if one of the qualification criterion happens to be money and you are schooled in the Hopkins system then you can plug Hopkins’ money-qualification language right in.
Solomon is a complete framework that allows you to plug in anything else.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Sales Pitch
Posted by: | CommentsIf you visit the online forums and message boards dedicated to sales, you’ll quickly discover that the number one topic is:
“I just got hired selling XXXXXX. Can you guys help me come up with a good sales pitch?”
Coming up with a good pitch is not hard. Like most things, it’s easy if you know how to do it. We teach this process in our SolomonRK course. it involves stepping away from what we sell and looking at what our customers are buying.
I’m sure you’ve heard it put this way: When the guy at Home Depot sells you a 1/4-inch drill, you’re not buying a drill, your buying an unlimited supply of 1/4-inch holes.
We dig deeper than that though. You’re not making 1/4-inch holes just for fun. There’s a reason you want 1/4-inch holes. Our process teaches you the mindset for digging in the right direction and coming up with the real deep-down reasons why your customers buy from you.
Plug that information into a simple framework involving trust, credibility, and interest and you’ll have your pitch.
Better yet, you’ll have a methodology for determining the value proposition no matter where you go and what you sell.
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
Sales Training is not an Event
Posted by: | CommentsI read this headline on a blog this morning:
How Corporate Sales Training Events Can Boost Your Company’s Sales
An Event? Bring in the clowns and carnival rides! Let’s bob for apples! See if we can win a stuffed animal!
I’m sorry, but sales training is not an ‘event’. It doesn’t have to be somber but it is certainly dead-serious. For the salesman, there is a lot at stake – self-esteem, achievement, groceries, mortgage payments.
A lot of middle-aged guys (and gals) in non-sales jobs with years of knowledge in their industry are being shown the door. What do they do now? Many will attempt to leverage their industry knowledge by transitioning into Sales. Most will fail. They’ll fail not because of lack of desire or hard work, but will fail because they don’t think like a salesman.
You’ll never be a good engineer unless you think like an engineer. You’ll never be a good salesman unless you think like a salesman. Sales isn’t hard, it’s easy. It’s easy when you know how to do it. The keys are the right tools and mindset.
I’ve worked hard to build a system and training that will give new sales pros not just a fighting chance – it will give them exactly what they need to build a mid-level pipeline in90 days in any industry. It’s not a cookbook or a set of rote ’say this’ techniques. It’s a process.
A process for figuring out the true value proposition of your company’s product or service. A process for determining the qualification criteria for your industry, product, and company. A process for gauging if the sale can be closed and what needs to be done to move it toward closure. A system so that you can wake up every morning knowing that you know exactly what needs to be done that day.
SolomonRk will give you a fighting chance of coming out the other side of ‘career transition’ with dignity and success – maybe even success like you’ve never known it before. How cool would that be?
Michael D Goodman is the founder and CEO of Revenue Kinetics and the author of SolomonRK, a unique system for training sales professionals, business owners, and CEOs. SolomonRk is a whole company solution to revenue and teaches you how to create a revenue-producing mid-level pipeline in 90 days in any selling environment. SolomonRk is currently available as sales training in Phoenix Arizona.
