Training Articles

In a recent sales training course, there was a discussion started about the type of questions one should ask in a sales call.

We all know that obviously we need to ask open questions and if we think back to the words of Rudyard Kipling ‘There were 7 honest serving men who taught me all I knew, there names were WHICH WHAT WHY WHERE HOW WHEN and WHO’ and yes questions that start with these words are excellent in sales as they do get the prospect to open up and start talking about themselves.

Thankfully gone are the days when presentation skills training courses were all about how to put a power point slide show together.

I remember when I first started in sales and I was one of the fortunate ones, as at least the company I worked with put me through a sales training course.
I now realise that most people who are placed in sales receive no formal sales training at least for the first while.

Is training the first real budget to be cut in times of recession? I wish I knew the answer to that question. It is difficult to know as although the expenditure of companies has to be reduced the need to continue to do business and up skill your workforce remains and training and training courses are a vital ingredient in achieving this.