What it Takes to Make Salespeople Effective
Normally you see a list of the speaker’s accomplishments when you click on a page like this. Once you see all of those accomplishments you are supposed to come to the conclusion that those accomplishments somehow qualify the person presented as the individual to hire.
While I realize that is the conventional thing to do, I also understand that great marketing is not about being like everyone else – great marketing is about understanding your ideal customers and what they want and need.
Before you go and hire anyone to train the salespeople in your company you want to understand exactly why that person is such a good trainer. Just because someone can sell and recruit does not mean that they are good at training others to do that.
As a brand new consultant sitting in the audience of a new consultant training I understood immediately that the majority of the people there would never do what the trainer that day was telling us to do, and not because I believed that the other people there were not perfectly capable of doing it.
The problem was that the trainer had completely failed to communicate why we should do what she was training us to do.
I learned about teaching and training during my freshman year at college from an unlikely candidate - my intensive German professor. I had never had a day of German instruction until I walked into that 4-week intensive German class. After those 4 weeks I met my brother in San Francisco and happened to meet four Germans on vacation at a restaurant. As soon as I heard them talking I knew they were speaking German and struck up a conversation in German (Hey, I wanted to practice what I had been learning!).
After talking to them for a few minutes they told me how well I spoke and asked how long I had been studying. I told them, “Four weeks.” They all burst into laughter and corrected my German and said, “You mean four years.” I then said, “No, I mean four weeks.” I then proceeded to explain to them, completely in German, the program that my teacher had developed and how I had learned to talk so well and so quickly.
Now look, I’ll give you that I was the most enthusiastic student in that class and that there was something special about my passion for this super cool language. However, one year later I was the teaching assistant for that same intensive German class and I learned why I was able to take my passion for learning languages and soar higher than I ever had before – my German teacher had a deep understanding of how to teach people to be effective.
As her teaching assistant I did not learn how to teach German; I learned how to teach people to be effective.
That is why I am the speaker to hire if you want more effective salespeople.
In addition to having fervent passion and a vast knowledge of marketing and selling, I have a unique understanding of what it takes to transform people into individuals who readily take action and accomplish in four weeks what takes others four years to do.