Sales Training Guided by Data NOT Gut

The biggest misconception about sales training is that we can train people how to sell and that it can be done in a one-day workshop. Like most training, whether you are taking SCUBA lessons, driving lessons or golf lessons, it takes a lot of work to not only teach people a new way to think about an activity but to get them to do it “right” in the heat of the action, in the middle of the game, when they are tired, stressed and busy thinking about the big picture or thinking about the moment. There is no fool-proof series of steps that sellers could take that would always result in a closed sale with a qualified customer whenever they need one. There are no magic words. There aren’t specific questions or turnarounds or presentation “tricks” that always get customers to buy. If such magic existed, it would probably work best to train (brainwash?) the customers, not just the sellers or at least train both parties.