Every week, in order to stay fresh as a sales training expert, I read a bunch of sales training related articles. Here are four of my favorites from this past week. I include a short comment about each article and would love to hear what you think about them as well!
How to Get a Customer Referral by Geoffrey James, Inc.com
Sales Training Article Description: Hundreds of “how to” sales books (and the sales trainers who write them) advise sellers to always ask for a referral after you close a sale, like so:
“Thank you for buying! Do you know anyone else who can use our product?”
Unfortunately, this type of request almost never results in a useful referral because it’s asking for the wrong thing, in the wrong way, and at the wrong time. Here’s a better way…
My Comment: I am a huge fan of this article for a lot of reasons. Most sales people are asking for referrals at the wrong time and they’re asking for the wrong thing. James’ piece shows you exactly the when and how in asking for referrals/introductions.
Why “High Price” is Only a Perception by Mark Hunter, theSalesHunter.com
Sales Training Article Description: Most people believe a price is too high when it is either more than what a competitor’s price is or if it’s not in their budget. These two reasons or variations of them are the most common, but there are a wide number of other perceptions. Problem is these are nothing but perceptions.
My Comment: Hunter shows us that that the number one complaint of salespeople is simply a perception. Your prices are not too high—you just aren’t selling on value. Read this piece to learn how.
3 Toxic Employees You Need to Fire Now by Gwen Moran, Entrepreneur.com
Sales Training Article Description: From a thoughtful hiring process to a thorough training program, you’ve done everything you can to find and prepare the best employees for your company. But no system is foolproof and sometimes a few bad apples can slip through the cracks.
My Comment: So many organizations that I work with are afraid of their own sales people. If you manage a team, then you must read this piece with your own team in mind. Do any of your people fall into one of these three categories?
Example of an Elevator Speech You Don’t Want to Emulate by Jill Konrath, jillkonrath.com
Sales Training Article Description: When asked the question “What do you do?” most people minimize their value. Minimizers position themselves by either their title or by their products/services. Their elevator speeches are brief and factual.
My Comment: Konrath shares a problem that is so widespread, you have it too. In this great short piece, she shares some advice on what to avoid at all costs when answering what you do. You and your people must read this article.
So, those are the top four sales training articles of this week. What did you think? Please share below.
Compiled by Marc Wayshak, author of the book Game Plan Selling and a sales training expert.
Tagged as: best sales articles, best sales training articles, elevator speech, get a customer referral, great sales articles, high prices, must-read sales articles, sales training article, sales training articles, toxic employees