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9 Reasons Sales Training Programs Pay for Themselves

Denis Linehan Sales Training

Even those who aren’t in sales reap awesome rewards from sales training programs. Learn how to boost your skills, confidence, and earn more

Sales people tend to be “natural communicators.” But a natural ability doesn’t mean you don’t have to study and hone those skills. Imagine if a musician, actor, or athlete didn’t train their natural abilities.

Denis Linehan Sales Training

So why do some sales professionals think they don’t need sales coaching?

Whether you’re a newbie or a seasoned sales professional, training is always important. And since improving skills helps you increase your sales, it’s also a smart business decision.

Sales training programs teach valuable communication and people skills that create lasting value no matter what your current role is. Developing these skills can benefit all aspects of your business because everyone interacts with other people.

Sales coaching helps reps develop and accelerate their performance through observing and changing behavior. Invest the time and resources into sales training programs, and soon they’ll pay for themselves.

Sales Training Programs Focus on Learning

The Greek philosopher Heraclitus said, “change is the only constant in life.”

Denis Linehan Sales Training

Yet we’ve all met dinosaurs who are focused on hitting sales targets and follow the outdated advice they picked up decades ago.

The environment in which we communicate is rapidly changing, so we need to be open to continual learning.

Professional development helps sales people at any stage of their career. It’s also beneficial when entering a new market or introducing new products. Sales people also need to adapt to changing buyer expectations.

Sales training programs help you recognize the mistakes that are holding you back. You will learn what authors to read now and who the key influencers in the field are. You will learn new perspectives and techniques that will easily double your sales.

Ongoing learning produces dramatic results. Creating a culture of open dialogue and feedback reinforces continual learning.

Improve Communication Skills

Sales people tend to enjoy chatting, but that doesn’t always translate to well-rounded communication skills or emotional intelligence.

Sales training programs help you gain insight into where your gaps are.

Learning to understand people is critical to effective communication. You can improve your ability to see what aspects of a service or product your potential client values or prioritizes.

When you understand what a prospect values, you can communicate how your product or service fits that goal. That will increase your sales confidence.

Sales training programs teach you how to communicate with diverse populations and different personalities.

It also helps you to observe signals like body language that indicate your prospect is ready to buy. Improving these skills will help you blast through your sales targets.

Ultimately, sales reps are providing a service and need to be proficient in creating authentic relationships.

Deal with Rejection

Sales people also need to be able to handle rejection.

There are times when “no” could be turned into a sale through persistence, listening to feedback, and making adjustments.

But sometimes, it’s a firm answer.

For people who earn a living by interacting with others, it can be especially tough to be rejected. Sales training programs help sales people learn not to personalize and to be resilient after a rebuff.

Actors know this too and cope by understanding that rejection happens when they don’t fit the director’s vision. It’s not personal.

Learn to let it motivate you to increase your sales.

Be More Persistent

Half of sales people give up after an initial rebuff. But objections are a natural part of the sales process.

While harassment isn’t the solution, either, there’s a balance between understanding when the prospect is not interested and when they could be persuaded.

Learn not make these deadly sins of selling.

Sales training programs help your team to understand how to anticipate and overcome obstacles. Role playing different scenarios in a low-stakes learning environment can help identify patterns and build confidence to try something new or different.

Persistence pays off.

Determine Your Purpose

There is one trait that the best sales professionals all share: determination.

Perhaps you’re motivated by a desire to travel more, to provide a better future for your children, or to get out of debt. Or maybe you need help identifying what makes you feel determined.

Investing in sales training speaks to your commitment to be a success. Unlock your potential by discovering your purpose.

Develop Administrative Skills

Some sales people find writing proposals or price quotes boring.

They’d rather be interacting with people. But it’s an opportunity to create value for your client.

Effective training can take the chore out of writing proposals.

Sales training can help you develop administrative skills to improve organization and better manage your time.

Better project and time management frees up valuable time for doing the things you enjoy most. Learn about new software for tracking data and using it to understand what works and where there are areas for improvement.

Be a Better Listener

Too often, salespeople prep their next response or interrupt a potential client before they’re finished speaking.

Active listening is a way of listening and responding attentively to build mutual understanding.

It also means knowing when to keep your mouth shut.

By becoming a better listener through training, you are able to take action based on what you’ve heard from your prospect. You will learn to tap into your ability to be a natural influencer.

Improve Negotiation Skills

Many people resist or avoid negotiation because they see it as an uncomfortable source of conflict.

But it can also be understood as a process to bring two people or businesses closer to an agreement about what they need.

Not every sale requires a negotiation, but it’s an important skill to develop through sales training programs.

Retain Talent

Sales training is often overlooked as both an employee benefit and profitable investment.

Training programs demonstrate a commitment to investing in your team. A much-cited study by the Aberdeen Group estimates the cost of employee turnover at $30,000. And it takes about 7 months to onboard a new sales rep.

Retaining talent is valuable to your business. Sales training programs also strengthen morale because they provide transparency and support throughout a rep’s career.

These 9 reasons demonstrate why sales training is truly a worthwhile business expense. Let us know what you think in the comments.


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