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Yet we’ve all met dinosaurs who are focused on hitting sales targets and follow the outdated advice they picked up decades ago.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

There are 3 things every Professional needs for sales wealth and success

These days everybody has some sort of an opinion or another on what it takes to become wealthy and successful through sales.

There are countless books, posts, online videos and all sorts of other material available out there which tells people how to make more money from high level sales. As with all of this type of information, some of it will actually work but most of it will just be more of the same gobbledegook.

With every single one of the sales professionals I mentor I always tell every single one of them that there are 3 things they really need to have in place to maximize their sales results.

What I find amazing is the fact that virtually no ‘professional sales trainers’ out there talk about this stuff!!

 

1. You need your Magic Movie

A clever and rich old man once said to me, “You’re born at A and you die at B, and it’s everything that you do in between is what matters.”

The fact is we all started as nothing more than a twinkle in our mother’s eye and we are all heading back to the dirt pretty soon.

It’s how we choose to spend our time above ground that will make a difference, not just to ourselves, but to those that we interact with and the people that are still standing after we’ve gone. Once we get to grips with this very undisputable fact we can begin to look at life as more than mere existence and instead view it as a journey.

 

The voyage of your life

Another word for journey might be a ‘voyage’. The crossing of a set distance from one point to another, Point A to Point B, very much like we do in life.

Now think of a ship that sets sail from Port Botany in Sydney. If you were to look at this ship from shore as it departs you would assume certain things.

For starters, you assume that it has a captain at the helm of the ship. You take for granted that the captain of this ship knows where the final destination is. There is even the understanding that the captain knows how the ship is going to reach that destination, the route.

The thought that we could be wrong in any one of those assumptions would be absolutely ludicrous. The lack of any one of those elements would spell disaster, no captain, no final destination or no set route. As you could imagine the ship would either run aground, sink or run out of fuel and just begin to drift in the middle of a vast ocean waiting for rescue.

 

Yet this is exactly what happens to most people in life

And salespeople are no exceptions!  They can become drifters, ships with nobody steering and nobody knowing where the hell they are going or what is happening. Of course the tragedy of all of this is that most don’t see themselves as lost ships and instead prefer to complain when they hit rocks (fail to reach their sales targets) and they blame others when they run of fuel (no commissions left).

If you really want to become a master at sales, if you truly wish to become the best sales professional possible and if you are serious about becoming massively wealthy and successful in sales, then here is my advice: know where you are going and have a purpose in life and in your sales career.

 

OK, so what is a Magic Movie and how can we get it to work for you?

A Magic Movie is basically a short mental film clip that you create with your imagination.

It plays as a specific scenario of your future-self living out and enjoying life on your terms as you would most want to if you could right now.

It’s very easy to do for every single person and if you are struggling to understand how it works, let me begin by asking you one simple question (The answer to this question is your destination, the place where you are going in life. Massive sales success is your golden ticket that will get you there).

“If you be could be anywhere in the world right now, doing any one thing or series of activities with however many people of your choosing that you wanted, where would you be, what would you be doing and with whom would you be doing those things with?”

Imagine what this place looks like, vividly and boldly and in technicolour.

What are the sights, the sounds, the smells that surround you? The activity that you are doing, what sense of enjoyment and satisfaction are you getting from it? How do you feel? What clothes are you wearing, are they from your favourite designer? What car did you use to get to the event or were you chauffeured along with all those people with you? The people that are with you, your family and friends, how big are the smiles on their faces, how happy do they look and how proudly do they look at you for the successes that you have built up around you?

 

This isn’t the time to play small or hold back

So make this scenario, this Magic Movie, as big, as bold and as adventurous as you dare.

However big you go, multiply the events and settings by 10, then 100 and then 1,000, knowing that it’s human nature to live within our comfort zones.

 

 

Don’t let your mind hold you back anymore.

Your Magic Movie needs to be exciting and entertaining enough to inspire and motivate you on your journey so really let go of your inhibitions here.

Just remember that you have to want and desire to become part of this movie cast so badly that it will keep you up at night fantasizing about it, dreaming about it in your sleep and have you bouncing out of bed early each morning in the active pursuit of your Magic Movie scenario.

Now start playing the movie in your head and keep playing it over and over again until the details of it, the sights and sounds become so engrained in your psyche that your subconscious mind begins to interpret it as your current reality and begins to expect it to happen.

In my sales training seminars in Sydney I refer to this technique when used with prospects as Future Pacing. For sales professionals I use the term Magic Movie because it really works almost like real magic.

 

2. You need to create Magic Movies for others

Now this is where things get really fun, really interesting and really profitable, really fast…so hold tight!!

Knowing, understanding and having the power to create Magic Movies puts you ahead of practically every average sales person out there, so you should be proud of yourself for that alone.

You now know where you are going in your sales career, you know why you are going there and you are determined to get there as soon as you can.

Massive wealth, huge success and a life to be lived on your terms is fast approaching. But a massive tanker filled with a store of liquid gold doesn’t traverse the Mediterranean to a determined port with just the captain, it needs a crew to help get it there.

For you this means learning how to share your Magic Movie with those around you and being able to get them in on the journey.

What’s more you have to get them excited, get them intrigued and beguile them with the adventures and rewards that lay ahead. Your business partners, investors and your clients will find it hard to get on board unless they too can see the benefits of getting on board your ship. We also call this the WIN-WIN scenario. People must be able to see clear value for them, otherwise they can’t and won’t play a part in your Magic Movie.

I really can’t stress to you how important it is to your massive sales success that you get this. Maybe you are now asking, “Ok, well as a sales professional, how does knowing all this generate me a bigger income?”

 

In sales a huge part of your success is determined by your ability to find the right solution for your prospect’s needs, wants and desires.

 

Earlier when we learned how to create our Magic Movie, what we actually done was allow ourselves to indulge in creating a huge sensory feast which created an enormous physiological sense of wellbeing and a powerfully positive emotional state. We felt the benefits and the joy achieved when we reach our desired outcome.

Should it be any different in your prospects’ minds when we are selling them the benefits that our products have to offer? Is it possible to also create a Magic Movie, albeit a miniature version, for your prospects?

Can we move them emotionally and get them excited as they experience the benefits that our products have to offer them? Of course we can and that’s what your future clients are waiting for, it’s what they are looking for.

For my sales training seminars and in my sales mentoring programs I have my own unique Magic Movies for each scenario that I continually play out in my head so I know what I want to get out of each seminar and every mentoring program.

These Magic Movies are based on one core element, a motivation to provide huge value and massive successes for all my clients and those that come to my events.

How do we create Magic Movies for our prospects and how does it successfully work for them?

3.You need a system that allows you to play the Magic Movies

 

The biggest question I get asked is what was it that I did which allowed me to become so successful in such a short period of time?

People seem to get a little disappointed when I tell them that I simply did the same thing every successful person does: I developed a system, I continually crafted it and sharpened it, I streamlined it and got rid of all the loose bits, and I followed this system religiously day in and day out.

People ask for specific strategies that I use and I tell them that using a system is my biggest and most successful strategy. Even if you have a terrible system in place starting out, it would still be better than having no system at all because at least you can build on and develop a system until it begins to grow and improve.

Having and working with a system is ‘Big Picture’ thinking which emulates from having a clear vision of your future, working towards your ‘Magic Movie’.

 

Strategies develop and form as a system evolves.

Having a system keeps you in check and stops you from wandering off your chosen path into far off fields. For your prospects having a clear system in place also keeps them on track as they progress along the sale.

As part of the ‘Six Figure Professional Sales Training Program’ I teach the ‘7 Point Sales System’. This is a system that took me a little over 3 years to fully develop and in which provides for 7 clear points to every sale, no more and no less, just 7 points. Much like as we discussed, life has a beginning and an end, Point A to Point B. In the same way every sale starts at Point 1 (Initial Contact) and ends at Point 7 (The Close).

When you reach Point 3 and Point 4 (Presentation & Demonstration) and always before you reach Point 5 (Call to Action), you learn how to use specific language patterns to create a ‘Magic Movie’ for your clients as you talk them through the journey of what it is like to buy your product from beginning to end.

Much the same as we did when creating your ‘Magic Movie’, we’ll create as much vivid imagery in your prospect’s mind, engage as many of your prospect’s senses (auditory, visual & kinaesthetic) and make the journey as exciting and real as possible.

The purpose is to allow your prospects to get so involved and so engaged in the buying process that they become part of their own ‘Magic Movie’ as you play it out with your words. We allow the prospects to see themselves as your future happy clients they will become as we guide them through their future journey, with you and your company.

To emotionally engage your prospects like this we use specific but very basic non-trance hypnotic techniques in our language patterns such as:

  • Authority
  • Association
  • Future Pacing
  • Presuppositions

To really add bonus effect, we overlay these language patterns with deliberate use of distinct vocal tones to raise the emotional level.

 

By learning to master the art of creating Magic Movies you will have prospects, business partners and investors drawn to you like a magnet.

If you are genuine about creating massive wealth and success through professional sales then this is definitely not to be missed.

 

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Written by Denis Linehan

Denis Linehan is a master sales professional and sales trainer who in his first 3 years of selling generated almost $100million in new home sales and is now teaching others to do the same.

Sales Professional | Sales Training | Sales Coaching |Sales Skills | Sales Seminars

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Techniques for High Level Sales

The most valuable and best way to increase your profit is to make a transition to high level sales.

If you feel like you’re falling short in your sales and not meeting the goals you originally set out for yourself, there is nothing to fear. There are many different levels and strategies for sales, but high level sales is something that many people think you have to be born to be good at, but there are a few simple strategies to use to begin your journey in making sales at a higher level than you are now.

Cross Selling or Upselling

Cross-Selling or Upselling is considered to be a key entry point for those wanting to transition to high level sales. By offering a regular client another product alongside the original offer, you are more likely to make the additional sale on top of the original one if the product is relevant to your customer.

Just make sure to know the difference between the two. Cross-selling is suggesting another product to be purchased in conjunction with the original sale. Upselling is giving your customer the option to add something onto the original sale that will increase the profit on a sale.

Solution Selling

Sell a solution and not just the product you are selling. If you are looking to make a high-level sale, you need to show the customer that you really care about fixing their problems and not just pushing the product on them.

If they are looking to market their business and you want them as a client, you need to show them what the end results will be for their business. Whether that means increased revenues or expected new customer acquisitions from the promotions you create, the customer needs to know what the end results will be to make a large monetary commitment to your business.

Customized options  

Provide customized options to your customer. Often times when people are considering a big purchase they do research of some kind to find out exactly what they are looking for.

Most of the time they end up finding different products or services that offer qualities that not all of them have together. The best way to have your customer fall in love with your sale is to give them options. By giving them a variety of solutions to their problems you can find a more customized product or service that they are willing to shell out the cash for.

There is also a good chance that the customer will find two options they like best and you can package these offers together to increase your sales level overall.

Build Your Sales Case

Build a case for why your product or service is better, even at a higher price. When pitching to a higher level of customer who is willing to spend extra cash on something they find valuable, you can fail at closing a sale if you do not do your research. Walk into a sales pitch with research in hand that shows that your product or service is worth the extra money.

You want to close the deal knowing that your customer feels like they are going to be financially better off with the use of your product or service even if they hand you more cash than they originally planned to give.

 

There are other ways to create higher level sales, but these four strategies are some of the easiest ways to seal a higher profit deal. Success in lower level sales is hard to come by, but moving towards higher level sales could mean the difference between living a mediocre life and living the life you have always dreamed.