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7 Questions You Must Ask Before Buying Sales Training

Written by: Cheryl A. Clausen

Article Overview: Before you whip out your wallet or sign on the dotted line there are seven questions you should ask to make certain you are making the best decision for you. After all, you wouldn’t be investing in sales training unless you expected to get real value. So...

7 Questions You Must Ask Before Buying Sales Training

Before you whip out your wallet or sign on the dotted line there are seven questions you should ask to make certain you are making the best decision for you. After all, you wouldn’t be investing in sales training unless you expected to get real value. So doesn’t it make sense to do your homework to be certain you are getting the value you are expecting? Here are 7 questions you must get answers for:

1. How will I get help with my specific challenges in this program?
2. What is the fastest way to get clients?
3. Does cold calling work for people like me?
4. Once the program ends how will I get help if I still have questions?
5. How will this program help me get new clients?
6. Will this program help me accelerate my sales process?
7. How will this program help me increase sales with less one-on-one interaction?
8. Once I complete your program can I expect to operate like a typical sales person?

Now for some of the responses you don’t want to hear…

1. You can get help with your specific challenges by asking questions during the training program. Great. However, if you were just one or two questions away from the sales success you want you probably wouldn’t need sales training in the first place. Most people need one-on-one interaction to get help with their specific challenges as they come up.
2. The fastest way to get clients is to make more contacts. If you get a response like that then you know the trainer buyers into the philosophy that all it takes to sell is just a numbers game. That means they are going to set you up for a life-time of hard work for little reward.
3. No, cold calling doesn’t work for people like you anymore. If you hear that don’t walk, run the other way. Cold calling does work when you know how to do it right. And you won’t discover what you need to know to make cold calling work from a sales trainer.
4. If you have questions after the sales training program ends shoot me an email. That’s good at least you have at least one option for help. The problem is sales trainers bombard you with a ton of information so you feel like you really got a lot while you are in the program. The challenge comes once the program ends and you discover your prospects somehow didn’t get the memo telling them how they are supposed to behave. That’s when you really need support.
5. This program will help you get more clients by teaching you how to make more connections. Excuse me, but that’s not teaching you how to get real paying clients in your business. At best they are showing you how to snag a few prospects. Most people pay for sales training because they want more clients not prospects.
6. This program will help you increase sales with less one-on-one interaction by teaching you how do ask better qualifying questions. Again that’s a good start, but you really need to completely shift from a one-to-one selling model to a one-to-many selling model. That requires far more than a few great qualifying questions.
7. Yes, you will have everything you need to act like a sales professional. Uh oh, big trouble with that answer. The last thing you ever want to do is act like a typical sales person. When you do you can expect to get treated like one, and that means you’ll get treated like an unwanted pest.

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Article Tags: challenges, homework, interaction, li li, life time, numbers game, person li, philosophy, rsquo, sales person, sales success, sign on the dotted line, typical sales, wallet



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