ATD Blog
Confessions of a Sales Trainer
Tue Jun 23 2009
Content
Content
Content
Yesterday I'm with a financial services client and partway through the morning's sales training I do a "confession session" where reps share their most embarrassing moment. It's a very funny time.
Yesterday I'm with a financial services client and partway through the morning's sales training I do a "confession session" where reps share their most embarrassing moment. It's a very funny time.
Content
This slide (pictured here) is up on the screen and during the break a woman walks up.
This slide (pictured here) is up on the screen and during the break a woman walks up.
Content
"I'm very offended by that image."
"I'm very offended by that image."
Content
"You are?" People start to gather when they hear the energy in her voice.
"You are?" People start to gather when they hear the energy in her voice.
Content
"Yes, it is very obvious that the man is looking up her skirt."
"Yes, it is very obvious that the man is looking up her skirt."
Content
"Are you serious?" I say.
"Are you serious?" I say.
Content
Then silence as everyone around peers closely at the picture.
Then silence as everyone around peers closely at the picture.
Content
A man says, "But he has no eyes!"
A man says, "But he has no eyes!"
Content
She retorts, "He is looking up her skirt and it is very offensive."
She retorts, "He is looking up her skirt and it is very offensive."
Content
I'm shocked and struggle with whether to make a witty comment or a sarcastic one, then resign myself to
I'm shocked and struggle with whether to make a witty comment or a sarcastic one, then resign myself to
Content
"I'll have to get that guy a male psychologist."
"I'll have to get that guy a male psychologist."
Content
Here's the thought for you training pros:
Here's the thought for you training pros:
Content
What kind of baggage is she bringing into the training?
What kind of baggage is she bringing into the training?
Content
Because you'll teach salespeople to be aware of what kind of baggage their prospects bring to the selling table.
Because you'll teach salespeople to be aware of what kind of baggage their prospects bring to the selling table.
Content
Everyone has concerns, complicated by biases in their background. Your job is to discover what they are, allay fears and get learners to change behavior in order to improve performance.
Everyone has concerns, complicated by biases in their background. Your job is to discover what they are, allay fears and get learners to change behavior in order to improve performance.
Content
How flexible are your facilitation skills? Are they great? If not, why not? Your ability to uncover the heart and mind of the sales training attendees will help you paint a picture of prosperity for them. At that point they are prepared to engage, practice and adopt new learning.
How flexible are your facilitation skills? Are they great? If not, why not? Your ability to uncover the heart and mind of the sales training attendees will help you paint a picture of prosperity for them. At that point they are prepared to engage, practice and adopt new learning.
Content
Check out the digital Infoline Sales Training that Drives Revenue for more ideas.
Check out the digital Infoline Sales Training that Drives Revenue for more ideas.