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Training Techniques

Sales Training Techniques:

Effective Training Techniques - For Salespeople

 For Managers
Effective Sales Training Techniques For Salespeople:

  1. Motivation:

    It's hard to be motivated when past sales training experiences produced no lasting effects on your ability to win sales. And without motivation, there can be no learning at all. Rest assured, Action Selling is unlike any training technique or event you've experienced. It's a proven selling process that shows you how and when to use key selling skills.

    Technique: Assess your current selling skills. Action Selling provides a Free Benchmark Selling Skills Assessment that assesses your ability in using the key selling skills that move the sale forward. These are the skills that drive sales success. The assessment clearly and accurately points out selling strengths and skill areas that need improving. When complete you'll receive detailed reports and recommendations on how to improve in each area. These documents will help focus your training and provide a benchmark level as you document your path to success.

    mark Register to take the Benchmark Selling Skills Assessment.
    mark Read how the Action Selling Process really works in the Sales Book

  2. Training:

    Develop your knowledge and use of the key Selling Skills that have the greatest impact on increasing your sales productivity. All other sales training is incomplete without first learning these skills.

    Technique: Participate in our "Open" Sales Training Workshop or a customized workshop at your location. Learn how and when to use these selling skills within a sales process that matches how customers make decisions. Those that master this process sell at a rate that is six times greater than those without training.

    mark Read more about our Sales Training Workshops.

  3. Reinforcement:

    Without a system or mechanism that reinforces newly acquired skills, salespeople relapse into old, unproductive sales behavior.

    Technique: Participate in follow-up reinforcement after training. As a participant of Action Selling training, you'll get reinforcement tools in the form of exercises, quizzes, videos and field work through the Action Selling LearningLink online sales training portal. Our on-going skill practice, exercises, coaching, and accountability will further equip you as you reach for your fullest potential.

    mark Register for an Online Sales Training LearningLink Demo.

  4. Retention:

    Studies of retention demonstrate the impact of training that lacks a systems approach to reinforcement and learning transfer. Without these elements, 87% of learning is forgotten in only 30 days following the training event. Similar research indicates that even though the reactions of salespeople were positive to the training, no differences were observed in the behavior of trained groups and non-participants without a systematic approach to post training follow-up.

    Technique: Participate in Sales Certification. In addition to what has been previously mentioned, you will take a Selling Skills Assessment that measures both knowledge gained and your ability to apply the learning. This will be taken about 12 weeks following the initial launch of training. You and your manager will be given the assessment feedback as well as additional exercises and field assignments that will fill any learning gaps that are uncovered by the assessment.

    mark Register for a training/post training Sales Certification Demo.

  5. Transference:

    Transference is your ability to take what was taught and use it in your work-related activities. Obviously, this is the principal goal of training. There are three elements that are critical to transference:

    1. Measure mastery of skills being taught
    2. Practice learned skills in the work environment
    3. Demonstrate newly learned skills in the field

    Technique: Participate in training activities that help connect the learning to your work experience. Transfer is dependent on your attitude, the post-training environment and manager support. Our LearningLink will give you all the tools you need to unlock your sales potential.

    mark Need more information? Read about Action Selling.

    mark Subscribe to our free Sales Skills Newsletter Sales Skills Newsletter.

Find Out More:
Talk With A Trainer

For immediate answers to your questions, please call 1-800-232-3485.



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Action Selling is a tool to manage your entire sales force.