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!
Avoiding Fear by Indulging in Our Fear of Fear by Seth Godin
Sales Training Article Description: Every day, we make a thousand little compromises, avoid opportunities, actions and people—all so that we can stay away from the emotion of fear. Note that I didn’t say, “So we can stay away from what we fear.” No, that’s…
My Comment: I love everything Godin, but this is especially relevant to sales people. By deciding to not make that call or not ask for that introduction because it makes us uncomfortable, we are costing ourselves a lot over the long run. Get over your fear.
Sales Training Article Description: If you are using these words and phrases to set things up, they may actually convey something else to your customers. Your selling skills can be refined to ensure you’re not causing damage you never intended.
My Comment: This short and sweet video warns you about the little phrases that we say that can destroy a selling situation without us ever even knowing it. You may not even be aware that you’re saying it.
Prospecting is a Campaign by S. Anthony Iannarino
Sales Training Article Description: Prospecting isn’t an event. Prospecting isn’t something that you do one time in an attempt to open an opportunity in a relationship with your dream client. Prospecting is a campaign.
My Comment: Way too often sales, people decide that they are suddenly going to start making cold calls or asking for a referral. That is a failing strategy. As Iannarino says brilliantly, you need to think of everything you do in sales as part of an ongoing campaign.
What Drug Dealers Can Teach Us About Getting Rich by Stacey Alcorn
Sales Training Article Description: I’m about to share with you an amazing truth about pharmacies. If you are an entrepreneur, you will wonder how you ever managed without the Pharmacy Phenomenon.
My Comment: This brilliant article talks about the very intentional tactics that pharmacies use in order to be the cash cow that they are. Every sales person needs to think in a similar light. Her three points are excellent.
So, those are the top four sales training articles of this week. What did you think? Please share below.