Selling Training, who wins?
Sep 27th, 2007 by Ollie Lind
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I spend a lot of time training sales consultants. I design courses, conduct them and assess results. I also counsel, encourage, coach and do so many of the actions required to develop excellence.
I read a great deal. There is a great deal of wisdom in the world and I try to avail myself of as much of it as I can. I find the best material is that taking a holistic approach to training and development.
You notice I said “Training AND Development”?
I believe that, if you are training someone in any skill, knowledge or ability, you must train the WHOLE PERSON. What do I mean by that? I believe in viewing life as a pond of still water. If you make a change in one area (toss a pebble) the effect ripples through the entire pond.
So, if you are training sales consultants (as I do so much) you had better make sure that what you teach can be applied to the person’s life as well.
For example, developing rapport. Much has been written on the subject and I won’t try to go into it here. Suffice to say that effective rapport training is not about fiinding engaging things to say to put the prospect at ease so that you can now present, present, present.
It’s about being there for the prospect, it’s about actually caring about what they are saying, it’s about being interested in just THEM. In a nutshell, it’s about being yourself and being honest and genuine.
What is the result of all the above? A relationship based on truth, honesty and credibility begins to emerge.
Let me ask you this, doesn’t that sound like making a friend? Who, in this world couldn’t do with more genuine friends?
So, when I train sales consultants it’s about making them more effective beings in all of their life.
That way, everyone wins.
Not a bad way to live. What do you think?
Regards,
Ollie