As you know a paradox is a “statement that seems to conflict with common sense… but nevertheless is true.” (Webster’s II New Riverside Dictionary)
This may be a stretch of that definition, but why do companies spend such a tremendous amount of time and money on selling skills training but virtually nothing on Prospecting skills training?
I am constantly saying that Prospecting is the only selling skill that puts a sales professional in a position to actually use all their other selling skills.
When we developed The BLITZ CALL® System of Prospecting it was just for that purpose. I was conducting a training program for a large distributor whose sales force was on a 100% commission program.
One of the participants came up to me at the first break and asked if I would just focus on Prospecting training.
He said that the company was great and all their product training really helped, but he needed to get in front of more new people to present what he has learned. The only way to do that is through effective Prospecting, so “just teach us how to Prospect.”
There and then The BLITZ CALL System was born.
I shared with most of you a study that a group of sales trainers conducted a few months ago. They said that the sales teams to whom they teach selling skills seldom actually use those skills.
More often, they just maintain a good relationship with existing customers and hope they get larger “re-orders.” This gives the sales professional no control at all. They are dependent on the success of their customers’ sales teams to grow their business.
Being dependent on others for your sales growth is not a good idea. It is also a tremendous waste of talent and sales training dollars.
How much smarter would it be to take a little time and money to teach Prospecting skills so these sales teams can actually get in front of new potential customers?
Two things about our Prospecting program that surprised me when I did some research. First, it is the only complete Field Prospecting System on the market, and second, it is probably the only Field Sales Prospecting training that a sales professional will ever receive during their career. The only Field Prospecting training - ever!
Imagine how many times field sales professionals go through selling skills training in a career.
Now that to me is the Paradox of Sales and Prospecting training.
Consider how you want to grow your business. Is it dependent solely on others performance that is the growth of your customer base or will you Prospect and grow the number of your customers?
Sell Well and Often, Bill Truax Bill@BlitzCall.com
Bill is a sales training consultant and creator of the The BLITZ CALL System for Field Sales Prospecting. He developed the BLITZ CALL Prospecting Kit - a self learning program with 4 books, 2 CDs and one year of Free consulting to assure implementation. He also conducts seminars, workshops, and train-the-trainer programs on his system. He lives in Cleveland, Ohio. Visit www.BlitzCall.com
© Copyright 2007 WJ Truax ® BLITZ CALL is a registered trademark of WJ Truax
The Paradox of Sales Training - To learn more about this author, visit Bill Truax's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 The Paradox of Sales Training
|
| |
Companies spend a lot of time and money in providing sales skills training. However, they skip the most important sales skill - Prospecting. The only skill that puts a sales person in a position to use all their o...
|
|
Sales Training Materials that Work!
|
| |
Sales training materials abound. But which materials, among so many, do you select when preparing to train yourself or your sales force on the often complex and sometimes confusing skills of selling? And what criter...
|
|
Sales Training - short term or long term success?
|
| |
Sales Training comes in two winning versions: Short-term success and long-term success.
|
|
Sales Training Techniques that Work!
|
| |
Sales training techniques that consistently work can be surprisingly difficult to come by. Many of even the best sales training techniques out there only work well some of the time. So, what do you have to do to loc...
|
|
How to Select Professional Sales Training
|
| |
Professional sales training comes in many varieties, and in a surprisingly wide range of qualities. What then does one look for to decide which school of professional sales training to invest oneself into?
|
|
|
Bill Truax
(Visit Bill's Website)
Bill Truax is a Field Sales Prospecting
trainer living in Cleveland, Oh. He has
created The BLITZ CALL Prospecting System.
He offers a curriculum in the form of a
self learning program called The BLITZ
CALL Prospecting Kit which includes 4
books, 2 CDs and a year of consulting. He
also conducts a variety of skill based
seminars, workshops, and train the trainer
programs. Visit his website at www.BlitzCall.co
m and sign up for his Free
Prospecting Success Tip of the Week.
When not consulting, Bill is an Auxiliary
Deputy Sheriff in Geauga County, Oh
attached to the K-9 unit. Bill's dog,
Gunny, is a wilderness Search and Rescue
and Explosive Detection Dog.
Bill and his wife, Sue, are active members
of the International Churchill Society and
Bill speaks to audiences about the life
and times of Winston Churchill. They have
two sons, Bill Jr. is a Lt.Col. in the US
Marine Corps, Rob is a Sports Medicine
Doctor They have 7 grandchildren.
Bill has been involved in Sales Training,
Consulting, Speaking, and Selling for over
30 years.
|
|
 |
|
|
Bill Truax's
Complete
List Of
Sales
Articles
|
|
|
If you enjoyed this article, get Bill Truax's Complete List of Sales Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
