Sales Training – A Short Course, Part I

Written by Bill Willard


Continued from page 1

• Trainers can also produce measurable results. Sales training attempts to bring outrepparttar best in people. It should deal in reality and include ways to monitor activity and assess performance based on measurable outcomes, while accounting for individual variables.

But training, cannot make sales happen. While training can contribute to sales results, it cannot determine sales results. The only result for which training can be absolutely accountable isrepparttar 138965 delivery of training that meets pre-established organizational goals.

One ofrepparttar 138966 exciting things about sales training, however, is that if effective,repparttar 138967 rewards are immediate. The company,repparttar 138968 producers andrepparttar 138969 clients are all winners, right away!

The Training Process

The most effective training programs are: 1. Goal-oriented. People are expected to move toward measurable performance standards, along a predetermined path of well-defined goals. 2. Activity-based. The end-result will berepparttar 138970 ability to apply knowledge and demonstrate proficiency with career skills. 3. Self-directed. The trainer makes training resources, guidance and coaching available, but it is up torepparttar 138971 trainee to makerepparttar 138972 most of them. 4. Individualized. Training can be geared as much as possible torepparttar 138973 interests, needs, experiences, strengths and duties ofrepparttar 138974 trainee, and conducted in a positive learning environment.

Next: Sales Training – A Short Course, Part II

Bill Willard has been writing high-impact marketing and sales training for the financial services industry for over 30 years...but as Will Rogers put it: "Even if you're on the right track, you'll get run over if you just sit there." Through interactive, Web-based "Do-While-Learning" programs, e-Newsletters and straight-talking articles. And fun! w.willard3@knology.net


Body Language – It’s What You Don’t Say

Written by Bill Willard


Continued from page 1

• Disagreement is signaled by folded arms, crossed legs, picking imaginary lint from your clothing or running your hands over your face are signs of disagreement. • Cooperation is demonstrated by sitting onrepparttar edge of chair; hand to face; hands open, arms uncrossed.

• Negative attitudes or deception are commonly indicated by frequent eye blinking; hand covering mouth while speaking; frequent coughing; looking away while speaking; or rapid sideways glances.

• Frustration is shown by pointing an index finger; rubbing hair or back of neck; wringing hands, sighing and tightly clenched hands.

• Boredom or indifference are generally indicated by eyes not focused at speaker or looking elsewhere; head in hand; sloppy or informal body posture; or preoccupation with something else.

Remember, because all of this works both ways, learn to read what prospects aren’t telling you. Look for confirming communications either verbal or nonverbal.

Cross-Cultural Differences

Toss people from different cultures intorepparttar 138912 mix, and body language can become even more meaningful.

For example:

• If you’re telling a Japanese prospect how well you understand his situation and objectives, but happen to be casually waving your hand in front of your face withrepparttar 138913 palm facing outward, don’t be surprised if your prospect looks somewhat bewildered. In Japan, that gesture can signal that you don’t know something or feel unworthy of a complement.

• Patience is an important virtue to people from Mexico, so don’t appear impatient at delays or interruptions.

• Inrepparttar 138914 Korean culture, men have priority. It is customary for a man to walk throughrepparttar 138915 door first, ahead of a woman, and forrepparttar 138916 woman to helprepparttar 138917 man with his coat.

Want More? Send questions and comments to w.willard3@knology.net.

Reference Sources:

1. National Business Employment Weekly and Princeton Creative Research Inc., a Princeton, N.J.. consulting firm. 2. Teach Yourself Body Language, by Gordon Wainwright. 3. The Secret Language of Relationships: Your Complete Personology Guide to Any Relationship With Anyone, by Gary Goldschneider, Joost Elffers. 4. Never Be Lied to Again: How to Getrepparttar 138918 Truth in 5 Minutes or Less in Any Conversation or Situation, by David J. Lieberman.

Bill Willard has been writing high-impact marketing and sales training for over 30 years—but as Will Rogers put it: "Even if you're on the right track, you'll get run over if you just sit there.” Through interactive, Web-based "Do-While-Learning™" programs, e-Newsletters and straight-talking articles, Bill helps small-business owners and independent professionals get the job done: profitably improving performance.


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