Is your company teaching you out of date sales?
Something I hear and see on a regular basis when speaking with sales people is the old school sales techniques. When I dig deeper I find out it’s the company training people this way. So when I came across a newer Franchise that sells Franchises based on selling opportunities, I had to write something about what companies are doing wrong.
This particular Franchisor fulfills the services so the Franchisee can focus on selling. The model can work well especially with the quality services they offer, but when I went into the sales training portion, it was old school selling. As I got back up off the ground, all I could think of was how many Franchisees are using these methods and getting crapped on by prospects. They were not training Franchisees to be sales professionals, yet that’s what the Franchise is based around and that blew my mind! They were using old school techniques and shouldn’t be since it will hurt sales and after a Franchisee gets rejected over and over they will quit.
They were teaching the typical “build rapport” and suck up to prospects. That is so fake and people know what’s going on. If you are doing that, STOP! This is one reason why people in sales get no respect. A lot of companies have not really updated the sales techniques and are training this way. When you do this, you are not looked at as an equal, thus putting the odds of getting a sale against you.
What I have learned from communicating with people is to be up front and honest. I use a no B.S. approach and people respect that and respect me for it. You first must believe 100% in your product or service because if you don’t it shows. Second, you must ask questions like the other professionals do to get down to the main issues and then see if you have a solution to fix it. It’s like going to a doctor or attorney, they ask questions, you give answers and you respect what they have to say.
We as sales professionals are mostly on our own when it gets down to selling. We can’t depend on the company to train us right and give us modern methods of selling.
To talk more about this, give me your 2 cents or learn more about selling with Stealth, then give me a call 920-242-0087. I will actually talk to you!
“Sell With Stealth!”
Adam Komoroski
