I am amazed at what passes for Sales Training today!

I am amazed at what passes for Sales Training today! From the tired old sales "motivators" to those people who have never sold or eon any sales awards. What are they teaching you? Some are teaching you so-called "tried and true methods" of selling. Others think they know all about sals in your industry, because they've trained so many sales people, but they've never sold in your industry! What's a sales leader/manager to do about training? Off-the-cuff? Bought programs? Sales training is simple, it's just so hard to do. How do I get my product into the hands of people who actually WANT my product? How do I get perfectly qualified leads to buy?
What do I need to know about them to help them buy? In other words, what to I need to do to teach them HOW to find the money and buy from me? That's the QBQ (recent book, "Questions Behind the Question"). Let's talk about these issues. Any thoughts? Stories of bad sales presentations? Questions about sales training? I'd love to hear form you (I will use later for non-remuneration publication) Let me know. Thanks, Dan

So how do you ask people to buy?

• #1 Ask them to buy! So how do you ask people to buy? Most sales trainers will tell you to wait until the close. But I believe you can begin to ask them to buy right from the top. I actually had a sale from one couple the moment I walked in the door, just from my saying "Hello!" (remember the movie "Jerry McGuire"? "Shut up! You had me from "Hello") If I had shut up earlier, I would have signed them earlier. I still signed them, but after I did my sales thing. They already had their research in hand, which told them our product was the best, and were ready to buy! All I needed to do was get out of their way.
• You can begin to allow them to buy from the beginning, only if your goal is to help them. Most sales people listen to clients just to find that one trigger point/tipping point that will make those people buy. They plan on seizing that opportunity and driving home with the sale. But that doesn't often/if ever happen does it? You can help them to begin to see their own goals as your goals. You can begin to help them trust a trustworthy salesperson, if you will become one.
• The key issue is to ask them questions. And continue to ask them questions until you understand their needs, pains, problems and desires. All of them? No, but don't just limit your questions to your product's environment. That may not be the place to find why they want to buy. I had a client who was willing to buy my most expensive sunroom product. He understood the product and the cost. He did not understand his need for it, until we began to talk about his recently deceased wife. Turned out he needed to buy that sunroom because he'd always promised her he would, but he hadn't been able before she died. Now he wanted to honor her and keep his promise. And he did. Sales is finding the need and filling it. Sales is finding the hurt and healing it. Finding the problems and solving them. You can't find the problems until you ask the questions. Ask the questions.

What does it take to sell someone something?

What does it take to sell someone something? Ever asked yourself that question? Probably
So what was your answer? Did you investigate? Or did you just go on to the next appointment? Were you hoping IT would show its ugly face? (IT = What it takes to sell) Or did you believe iIT would hide from you again? What is IT? Reality: IT is something you don't already know about your client that is the "tipping point" of the sale!! That which tips the sale in your direction is what causes people to buy, right? Wrong!! People buy because they are: #1 asked to buy; #2 shown the primary benefit that triggers their buying reflex; and #3 given the green light that lets them buy whatever they want to buy, with confidence, from the likes of you, without reservation or remorse, allowing them to spend their money, thus completing the sale (assuming you'll stop talking long enough to let them buy!)! So, what does it take to make the sale? See #s 1,2,&3 above!