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There are a number of tell-tale behaviours which under-performing sales teams display. It probably won’t apply to yours, but for the sake of three minutes of your time, why not read this post and make sure – or click here and watch the video.

2. You prescribe your own training: Most people who ask me for sales training will normally want the big two: (1) How to handle objections and (2) how to close more deals. It’s totally understandable why this happens. These are after-all, the things that sales people have been conditioned to expect to excel at in the ‘heat of battle’ and are often seen as the ‘must have skills’ for the budding sales professional.

Yet neither are usually required when you know how to sell.

Let me be clear on the objective of this post. Under-performance doesn’t come from selecting what you believe to be the correct sales training to meet your team’s needs – far from it, I applaud all those seeking to develop themselves or their team. No, under-performance is the risk for those allowing the training provider you pick, to deliver your chosen solution without validating that it will.

The sad reality is that in my opinion, many training providers don’t discourage a customer who prescribes their own training; allowing that to happen for two significant reasons; firstly, the old ‘those that can’t sell, teach’ rule applies. They actually can’t sell and just take your money…

And secondly, they have an ‘off the shelf’ one day Sales Ninja Masterclass Combo, which as luck would have it, teaches both plus a multitude of other ‘essential skills’ all at the same time…

…Does it, does it really.

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Here’s the key point and it’s relevant to all training, not just Sales. Training malpractice is prescription before diagnosis. We wouldn’t allow a surgeon to perform a full-frontal lobotomy on us when all we really needed to cure a headache was an aspirin and a lie down in a dark room.

So why would we trust a training provider who doesn’t ask some pretty obvious questions like “Why do you think you need that? What’s going wrong currently that makes you think this is the right solution? Tell me what needs to have had to change in 3 months time for you to justify this training?”

Wouldn’t it be more reassuring working with one who pushes back like this, positively challenging our selection and either validating with facts or instead proposes alternative training based on tangible reasons? Remember, an objection from a prospect is simply a symptom – you need to train to fix the cause if you want to avoid a repeat objection.

A reputable Trainer will probably bespoke build the training to meet your desired outcomes and not be concerned about explaining the reasons why – read this post. Effective training is the bridge between where you are now and where you want to get to – your desired outcome – and in my opinion, very few ‘off the shelf’ products can do this without risk of failure.

If you’re considering investing in Sales Training next year and want more advice on how to spot the right Sales Training provider, get in touch and I’ll send you my e-book “Ten things you should know in advance about Sales Trainers before you buy Sales Training”. It’ll cost you no more than 10 minutes of your time to read and could well save you a fortune.

Let’s pretend you did find a sales training provider who didn’t agree to work with you until a clear success plan was discussed, designed and signed-off between you both. Wouldn’t that be not only refreshing, but dare I say, obvious?

This ultimately would mean that they would have to give you a return on your investment, ideally a significant one – and how much of the training you’ve had in the past did that?

You never know, you might even find one that guarantees success!


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