Five Things Every Business Owner should Know before they hire a Sales Trainer

I am always being asked what makes good sales training and coaching?  Here are five tips I hope can help you make the right decision when it comes to hiring any sales trainer or sales coach.

1.The sales team don’t see the sales training as relevant to them.

Usually what happens is that a sales person will be sent on a sales training course and they get there and it’s straight out of a manual. Taught to them by rote and disappointing.

2. The ‘one size fits all’ approach doesn’t suit their business situation.

The trainer has not spent the time to evaluate the sales persons needs. Tailor making specific programmes work better.  Before any training ask the sales trainer to work with you on YOUR outcomes for the training programme.   

3. Lack of Outcomes once at the course.

This is similar to point two, sales people have different needs, just like their clients, many times sales people arrive at course and at are never asked what their specific outcomes today for this course.

4. Sales trainer, not a sales person.

In this case, it’s more about creditability, if the trainer has no experience selling in any form, it’s difficult to build rapport with the audience you are training. The theory is fine, but not realistic. Sales experience is must for a trainer. 

5. Learning as you go.

If the training is not carried out in an environment of learning and facilitation it’s seen as boring and lacking in depth. In the ever increasing world of soft skills training involving your participants in ‘learning by doing’ is a must.

These tips have certainly helped my clients and may help you.

Good selling

ABOUT THE AUTHOR:
Mike Brunel – Author, Sales Trainer and Coach at Mikebrunel.com. Mike started mikebrunel.com after being a successful entrepreneur. He was a co-founder of NRS Media a global leader in media sales. His products and services generated $350 million a year in revenue for his clients.  He sold that business in 2014 and now consults to business owners throughout New Zealand and beyond. He works with any business that wants to increase sales that have a sales turnover of  1/2 million up to $10 million. He works closely with digital and marketing services to help attract sales for his clients.

What the top 10% do

What the top 10% do

80%……….Of all sales are made after the fifth call
48%……….Of all sales people call once and quit
25%……….Call twice and quit
10%……….Keep on calling

These statistics is pretty close to the mark in all forms of selling be it a service or product sell.

I think that we all know…

SALES DON’T JUST HAPPEN.

I have created a diagram to illustrate the real time that your buyer is actually available to sell to.

Just email me at mikebrunel.com for a copy.

Why do many some sales people thrive when others do not, here are some ongoing practices I observe every day.

1. Always add to your pipeline.

Not continuously adding to your pipeline is often a mistake that salespeople make once they have established a strong ongoing sales funnel. If you continue to add to your sales pipeline then if that long established client decides that this month they will not buy, then it does not matter because you have more potential opportunities in your pipeline.

If you are always taking the position of helping and assisting your client then your pipeline will increase. If you are only filling up your pipeline when you are desperate then many clients will sense that and you will come across as desperate.

2. Never assume they need you.

I have noticed that many salespeople leave a message with a client or a voicemail and they think it ends there. They think that they have done what they had to do and then move on. Depending on the relationship you have with that client they may or may not call you back. If you do want to do business with them then you have to plan that call and decide the ongoing strategy to get the person to respond.  Create a proactive message for them to call you back.

3. Sales potty training.

For those that may have had young children there was a time when you had to train them to go to the toilet. In my experience (a while ago) I always used to say “Pee or get off the pot”. In other words, make a decision.

There will be times when you have to make a decision to get off the pot. Some clients need to be let go. You need to figure out if a prospect is serious about working with you or not. A good pipeline is full of qualified prospects and not “tyre kickers”

pipeliines

All pipeline activities have to support your key messages and understanding actually who your client is and where they play is vital to successful sales.

Good selling

Mike

Preparing for the Journey

Preparing for the Journey

Part of the reason people panic when they think about sales is that selling seems like a mysterious process.

We might just be able solve that mystery.

It’s our belief that selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before, and there are certain steps you can take to clear the way. Each step you take along the way matters.

Let’s look more closely at the selling journey.

Building Up by Planning

Selling a product or service is, in many ways, like a building project.

I have been involved in two major renovations for both a home and a commercial building.

Here’s how the process unfolds:

  1. You speak with an architect who presents you with some plans, drawings, or visual examples of what your home or building might look like.
  2. Once you approve your plan, you seek a builder to do the construction.
  3. If you want to approach the build with confidence, you’ll also want to be involved in the builder’s plans and timelines. Using excellent project management tools is key.
  4. Still, even the best-laid plans sometimes change. You might go back and forth and change a few parts of the
  5. Even when you get started, you need to keep in mind the need to be flexible, adjust to shifting timelines, accommodate last-minute decisions, and possibly suffer some setbacks.
  6. You need to be nimble, but it’s hard, because there is a lot at stake, financially and emotionally.
  7. Soon enough, though you start to visualise the final product and then watch your home or building take shape. Finally, you see your completed project in front of your eyes. All of that planning has paid off.

Following a plan and actually building that home requires discipline and principles.

It’s the same with sales, which unfolds in similar stages.

With both types of projects, it is important to begin with the right mindset, so why don’t we do that when it comes to constructing a sale? Why don’t we plan the process that will let us get a result we want?

Most business owners jump in too quickly, assuming that their product is so magnificent that people should just buy it. Or, they don’t bother to plan.

leads

Usually salespeople do not follow any particular steps or process on the way to the sale of that product. If you look at sales the way you look at building your home, though, you will see that there are certain processes you have to follow to get a good result.

It does not have to be a complicated process, but you do need a plan.

Knowing a few simple steps in the journey to your sales is all that is required. In my book Selling is not optional we have a 7 step process to help you understand the selling journey better.

If you don’t know where you are going, how will you know when you get there?

Good selling

Mike

Here is an audio introduction on the preparing for the journey when it comes to selling.

If I could just……..

If I could just……..

Every year I receive a calendar in the mail from one of my coaches who I have worked with for several years, his name is Dan Kennedy.

“A calendar you might say, what they still send out calendars!”

A bit old fashioned don’t you think? I have a phone for that.

His calendar is not like the one you receive from your insurance agent with nice scenes of places that you have never seen.

His has great ideas on every page for every month for you to think about.

This month I flipped over the month of November and this is what I found.

A question…

“If I could just…………………….”

Four words that could change your sales life overnight.

Try this…

If you want to know and identify what the key problem your client may have fill in the blank as if the client was asking this question

“If I could just……………………..”

How does your customer finish that sentence?

If you know that, that will give you a tremendous leverage and advantage and it allows you to construct an offer that is almost irresistible to you client.

Good selling.

Cheers

Mike 

PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.

1. Join my free Facebook group – Sales Mindset Inner Circle

My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.

2. Take advantage of a FREE 45-minute consultation

Need some sales support? Make an appointment, and let me take you through the past, present, and future template.

3. Work with me one-on-one

If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. If you’re interested then email mike@mikebrunel.com and put ‘Yes in the subject line…tell me a little about your business and I’ll get you all the details.

4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’

Click the link: https://www.salesblueprintbook.com/book

My Salespeople Drive Me Crazy

This is a comment I hear from sales managers all the time.

“My salespeople drive me crazy” Guess what? My wife drives me crazy too; my kids at times drive me to drink. We are all driven crazy by someone.

But I believe that salespeople are like your family and you as the sale manager are responsible for their success.

Think about this for a moment.

Hire Time.

When you hired that ‘salesperson’ did you have all the best intentions that he or she would succeed?

Do you remember the actual time in your mind when you made the decision to hire that person? You probably thought “Yes, they are going to do well and be successful.

You were confident that you could put this person in front of your client and they would do well.

The Secret To Success For A Sales Manager.

Your success as a sales manager actually depends on the success of the individual. If you send your salespeople out with a brochure, some material about your company, and no training it reflects on you. Not the salesperson.

Train, Train, Train.

In real estate it’s ‘Location, location, location’ which is the catch phrase. In sales, it’s ‘Train, train, train.’

In my experience of over 25 years of training salespeople, the best companies are the ones that make an ongoing commitment to training continually.

And they have the best results.

What you are trying to do with your training is to give the salesperson the confidence and tools so when they see a problem or issue that a client may have, they can go away and come back and create value for the client.

How Do You Create Value?

I think it is unprofessional for a sales manager to let a salesperson on their team go out unprepared.

You need to have a plan, and you need to teach your salespeople how to do that. If your salesperson is unprepared they do not know to look for opportunities.

One of the biggest challenges for you right now is time.

We all know “I need time to set budgets, time for the General Manager, time for the strategy, time, time, time. You never have enough of it. True?

It’s Not About You?

Guess what, many of you may have it the wrong way around. Another secret, our clients and prospects expect a well-trained, well prepared, confident, value creating salesperson. Simple as that.

Whatever you can do as a sales manager to facilitate that has to come from you.

Good selling.

Whatever career you decide to take in sales, it’s always good to get some help.

That’s why you can get FREE in your inbox every morning for 7 days; the 7 Day Sale Challenge.

Hop on over here and subscribe.

For more content like this, please make sure to subscribe to my YouTube channel.

 

Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media.  He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.

He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every timeIt’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!

Two Powerful Reasons Why You Might Be Losing Clients.

Every time you meet a new client or want to work with a client they subconsciously think two things; here is the first one…

They look at you and ask themselves quietly under their breath:

Can I trust this person?

Can I actually trust this person with my money, with my time, with anything?”

Do you do that? Do you ask yourself that question when you meet somebody new? I bet you do.

What’s the next question?

“Can I work with this person?”

The second thing they ask themselves is “Can I work with this person? Can I actually be bothered to work with this person?

The other salesperson I deal with, she is okay. Do I want to change what I already have?

What am I going to lose, or have to give up by working with this guy?”

How can I build trust then?

So on the other side of it, if you do meet a client, how do you build trust? Well, the important thing, I believe, is keep your agreements.

I think it’s #1.

Keep Agreements.

If you say you’re going to go see them at 10 o’clock on a Monday, you’re there at 10 o’clock.

If you say that you’re going to send them some documentation in a timely manner, you follow that up.

Solve their problem

If you say that you’re going to be able to solve this problem for them, then make sure you have material that demonstrates that.

And, slowly, and it does sometimes take time, trust will be built.

Don’t over promise and under deliver.

But as soon as you overpromise, then under-deliver, the trust goes down.

Have a great week, and I’ll talk to you again soon.

Whatever career you decide to take in sales, it’s always good to get some help.

That’s why you can get FREE in your inbox every morning for 7 days; the 7 Day Sale Challenge.

Hop on over here and subscribe.

For more content like this, please make sure to subscribe to my YouTube channel.

 

Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media.  He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.

He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every timeIt’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!