Archives For technical sales training

The Professional

October 14, 2010 — 2 Comments

There’s been a raging debate in one of the forums I follow – “Can anyone be a great sales person?”  It’s a loaded question with no clear answer, and the back-and-forth comments show a split among numerous contributors.  The problem with the question is, it leaves too much to the imagination.  There is no context; type of people, are they already  in sales, do they have trainers and coaches, and how much time do they have to become great? (The list could go on)

While reading some analogies given about athletes, it occurred to me that great athletes  do possess a genetic advantage, however, they also spend their life training.  The average high school varsity player (far from professional) spends all week training in order to play one two-hour game!  But in sales, the average player spends 1 day training to compete the other 364 days/year (minus whatever  weekends and holidays/vacations you actually completely disconnect from your Blackberry – which is rare these days).  How can sales managers expect their team to win with this kind of training regiment?

Am I missing something?  I’d love to hear your comments…

© 2010, David Stelzl

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I have an idea!  There are seven things IT is doing to enable hackers… You know how?  Bold, unexpected statements cause the brain to ask, “How?” or “Why?”  The stronger the need to know the better.  A great presentation creates these “Knowledge Gaps” to draw the audience in.  One speaker I listen to calls this “Salting the Oats.” In his week long seminar he often says things like, “There are 3 purposes for money…which I will share with you tomorrow.”  Another favorite line, “While in school I went from D’s to A’s.  I found the secret to success…which I will be sharing with you on Friday.”  This keeps people’s interest for days!

All you need is 30 minutes or perhaps and hour, of which much of your time should be spent in discussion.  But take a look at your opening presentation.  Is it boring or does it create knowledge gaps?  One speaker I respect says, “We need something every ten minutes to keep the audience tuned in.”  I don’t know where his research comes from, but I can say I’ve sat through many predictable presentations.  Like another episode of Scooby-Dooby Doo…the outcome is known long before the presentation is over; it’s obvious.  There is no curiosity, no ah-ha moments, and nothing to keep me from reverting back to my Blackberry – the ultimate time filler.  Spend some time today reviewing what you present and see if you have knowledge gaps or where some might be injected into the program.

For more ideas on Mastering Board Room Presentations CLICK HERE!

© 2010, David Stelzl