Want to get the most out of sales training? In my time conducting in business, I have noticed that some people gained more out of the content than others. While I try to make my sales seminars as interactive and relevant as possible, I have also discovered that attitudes greatly influence one’s ability to learn and apply the material. Today I’d like to share with you how you can get the most out of sales training (or any other educational material).
How to get the most out of sales training tip #1: Be fully present
We can only learn when we give our complete attention. Don’t fall for the false belief that you can multi-task during sales training and still get the most out of it. Switch your mobile phone to silent, and refrain from checking it. If your mind starts to wander, re-focus. In an age of constant distractions and demands for our attention, it literally pays to improve your ability to focus. If you don’t currently practice mindfulness on a regular basis, you can click here to learn how. You’ll find that your ability to concentrate and learn will increase with its practice.
How to get the most out of sales training tip #2: Think “reinforcement,” not “reminder”
My least favourite feedback for sales training is that “it was a good reminder.” It implies that since they are already familiar with the concepts, they didn’t get anything out of it. I have come to learn intimately however, that “the greatest distance is between the head and the heart.” Hearing the same concepts over and over reinforces ideas from the conscious to the subconscious. Professional martial artists do not need to constantly learn new fancy techniques, only to master the ones they know. The same applies to sales consultants. Rather than constantly looking for new ways to sell,* master the basics of selling by continuously immersing yourself and practicing them. Doing so will embed them into your personality, and you will execute them with masterful precision.
Tip #3: Look for One Major Action Item
There’s nothing worse than attending sales training and then changing nothing. Sales consultants are not measured by how much they know, but the results they achieve. You will only experience increased results by applying the knowledge you gain. On that note, avoid the temptation of implementing more than two action items at a time. Doing so will diffuse your effectiveness. Instead, keep an eye out for the one action that will make the biggest difference to your sales, and set a definite plan, time, and date to apply it. This will ensure focused application and effectiveness for your sales.
The next time you attend sales training, be fully present, have an open mind, and look for one major action item. You’ll maximise your learnings and application, making results sure to follow!
*I’m not suggesting you be ignorant of new technologies and techniques. Embracing change is part of the dynamic sales consultant. That said, these should be looked at as extensions of sales basics, not as a replacement.
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