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Sales training. Sales training is not product training. Sales training is learning how to relate to prospects in a way favorable such that, both, the agent and the prospect have meaningful, two-way dialogue during the sales interview.
Personal development. This area involves keeping a positive attitude when you do not feel like working. Personal development reduces anxiety and frustration so you will not beat yourself up.
Core beliefs. This is the set of values that defines you. No one can take these from you. Your core beliefs can accelerate your sales performance. Or, your core beliefs can dampen your sales performance.
If your core beliefs are not aligned with good sales performance and revenue expectations, you can develop new components to establish a new belief system... but it is not easy. You have had your current core beliefs for the last 25, 35, 45, or 55 years.
But here's one thing I learned and use to help salespersons. Getting all three-sales training, personal development and core beliefs-to fire in harmony starts with sales training.
If you do not know how to sell, while trying to improve personal development skills and working from your current belief system, functioning as a salesperson becomes extremely frustrating.
Why? Because personal development training is not sales training, and this results in salespersons working too hard trying to wing it with prospects. Salespersons will often spend years and thousands of dollars on personal development training and never learn how to sell.
Sales training helps clear the fog about what you are selling. Here's how:
Learning how to sell and generate more income, the mind becomes more receptive to personal development training.
Next, personal development training exposes negative core beliefs that need to change.
Join Anna and Stephanie Scheller live from the headquarters of Eric Lofholm International in Rocklin, CA, for this week's episode.
We'll be talking with some of the staff about the exciting changes happening and sharing great information to help you become more effective in your sales presentations. If you know you can learn more, if you know that you can make more money, then you want to clear your calendar this Friday to join us live from training in California.
Sales, the final frontier.
Sorry, the phrase, "the final frontier", are the words from the hit, sci-fi show "Star Trek".
Well, you now have a business or maybe you have been practicing your trade for a few years.
The trend over the last 5-10 years has been to move away from connecting with people in face-to-face or telephone conversation in favor of "engaging" them over the Internet.
If you really want to be successful in selling, you can continue using digital platforms but you must realize that sales is a people business. It always has been, and it always will be.
Don't be afraid. You can do it. It's fun.
Try it today.
This 3-hour SWAS session is the pièces de résistance or the grand prize of our sales system.
Seventy-five percent of life insurance agents, as noted in LifeHealthPro, "The Sales Rep's Lament" http://www.lifehealthpro.com/2015/04/19/the-sales-reps-lament, are not successful. It's not agents' fault. Most agents never receive formal sales training.
Formal sales training is not cheap. It cost my company when I worked in corporate America $10,000 in 1994 for an 8-day class. Most independent marketing organizations (IMO) and name-brand, franchise carriers are not going to pay this kind of money for every agent to learn how to sell.
SWAS is probably the best, affordable solution for agents to get a fast and powerful dose of sales training.
The overall result achieved by agents learning the SWAS sale process is the ability to work with insurance applicants using the same approach. The agent will not have to differentiate the sales approach according to various applicant profiles. Confidence is developed much faster and is stronger using SWAS.
Specific topics covered in Part 2 are:
Rapport Building (different than traditional methods)
Developing Need (different than traditional methods)
The Insurance Application Process
Why Use This Carrier
The Financial Needs Analysis
Getting Referrals with Ease
Thanks for listening to the show.
Friday at 12 Noon EST Scott Fenwick, will share thoughts with us on sales training, presenting at meetings,and public speaking for business.
2015 Fenwick Training and Consulting
Offering Training, Coaching and Consulting to assist Sales Managers, Sales Teams and Sellers in their efforts to drive revenue, forge relationships and build business.
Scott has thirty years in the training field and taught for many years for Dale Carnegie and for 17 years has been an Adjunct faculty member at the New York University-Marketing and Public Relations, teaching Intro to Interactive Marketing for the School of Continuing and Professional Studies
Fenwick Sales Training: Offering Training, Coaching and Consulting to assist Sales Managers, Sales Teams and Sellers in their efforts to drive revenue, forge relationships and build business.
> Over 30 years of Sales Training experience
> 15 years of Digital Media as a primary focus
> Coaching individuals to delivering seminars for 100+
> Customizes every seminar to meet the needs and unique demands of every client
Reach Scott on 1-631-421-0290. http://www.linkedin.com/in/scottfenwick www.facebook.com/SalesConsulting email@example.com
Host Ken Kraetzer is VP of Harrison, NY based www.CBSIservices.com providing special benefit programs and customer service management to consumer banking and retail account issuers. Contact Ken at 914-630-3457 or firstname.lastname@example.org
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