A lot of sales-training programs teach tips and techniques that are hard to use effectively on a day-to-day basis. There are three basic reasons why.

  • They lack a proactive approach. Instead they are reactive; they just teach various ways to respond to certain things that a customer might say or do.
  • The selling systems these programs teach are often quite complicated, and therefore difficult to remember, practice, and apply.
  • The training itself is designed and delivered without much thought given to an effective adult-learning process. The programs seem oblivious to most of what we know about how adults best learn new skills, and what causes these skills to be applied (or not) on the job.

For a sales system to be useful on an EVERYDAY basis, it would have to avoid those flaws. Let’s put it another way: To be truly effective in the real world, sales training—and the sales system it teaches—would have to be…

Duane Sparks

About Duane Sparks

Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling.  He has created Action Selling sales training products and learning systems that transform sales organizations.  Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).

Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).