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Does Your Sales Training Program Pass or Fail the Rope Test?
Written by: Leanne Hoagland-SmithArticle Overview: Never head of the rope test? Then you might find this article of interest.
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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 Pass or Fail the Rope Test?
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 or sales based marketing. The focus using this marketing approach is all on the sales professionals as illustrated by the rope test.
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, negotiations and presenting the case to active listening and understanding emotional intelligence.
If you want your sales training dollars to deliver a positive return on investment, then make sure your program passes the rope test because your focus is on those sales skills that encourage the rope being pulled and discourage being pushed.
Does Your Sales Training Program Fail or Pass the Simple Rope Test?
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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   Business Building Check List Leadership Audit For Business Leadership Assessment |
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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]
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