|
|
Like this article? PLEASE +1 it! |  |
|
Does Your Sales Training Program Fail or Pass the Simple Rope Test?
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored.
 |
Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Does Your Sales Training Program Fail or Pass the Simple Rope Test?
Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored.
So what is the rope test? Take a three to five foot piece of rope and give it to someone near you. Then you hold the other end. Walk away from each other until the rope is right. Next push on your end of the rope.
What happened? Probably nothing other than a couple of smiles! Sales Coaching Tip: The other person can be your potential new customer, strategic partner or center of influence
The goal of sales training is to improve the sales skills of sales professionals so that the goal to increase sales is achieved. Using the rope test, when you push on the rope, no matter how hard you push, nothing changes, nothing improves.
Failing the rope test suggests that the current sales training is far closer aligned to product based marketing. The focus using this marketing approach is all on the selling professionals as illustrated by the rope test. Sales Coaching Tip: When the greater the focus is on you, the lesser dollars you will earn.
To pass the rope test requires the qualified potential customer or client (a.k.a. prospect) to literally pull the sales professional closer and closer to her or him. For this action to happen requires a different marketing approach that being education based marketing. When this approach is adopted, everything focuses on the potential qualified customer. Hence the sales skills within the sales training need to extend beyond the traditional learning objectives of:
- Overcoming stalls and objections
- Negotiating
- Presenting the case
And incorporate:
- Being the active listener
- Understanding emotional intelligence
If you want your training dollars to deliver a positive return on investment, then make sure your sales training program passes the rope test. This paradigm shifts the focus away from the technical sales skills where the selling team is pushing the rope to more self-leadership talents that encourage the potential customers to pull the rope.
Related Articles
Does Your Sales Training Program Pass or Fail the Rope Test?
How to pass psychometric tests
How A Simple Visual Can Determine Why You Cannot Achieve Your Goal To Increase Sales
Persistence The Key To Success
How to Stop Suffering From I Hate to Sell But I Need to Pay My Bills
|
About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Business Building Check List Leadership Assessment |
Related Forum Posts
7 words or less for Structogram
- Some "7 words or less" (more or less) for Structogram for your comments:
Training to get your message across(6)
Secrets to get your message across (6)
Training so people will listen to you (7)
Helping you get your message across (6)
Training to learn to get your message across (8)
Communications training for yourself and your team (7)
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: 10 Reasons Who Startups Fail & Book Recommendations
- Great post,but please edit the headline. I presume it is "10 Reasons Why Startups Fail & Book Recommendation
Re: How to develop sales contacts?
- Everyone has the right idea here. Depending on your business, there are different techniques that you could use. For consultants and sales heavy businesses, there are three tactics that I have found especially useful in my business:
1. Attend Networking Events
2. Cold Calling
3. Referral Program
4. Affiliate Program (most successful)
The affiliate program was successful for me, as I hooked up with a franchise consultant, and he gave multiple unit businesses that needed my credit card processing services. I highly suggest you hook up with a sales partner, and give him a cut of the monthly revenue.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Improve E-mail: Avoid the Quicksand
Remind Me...
Starting a Business with Bad Personal Credit
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.