Sales training courses and real estate training programs are used by sales managers and trainers to teach telephone prospecting skills.
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Sales training courses and real estate training programs are obsolete and sales skills are outdated. Unfortunately sales trainers and sales managers and real estate trainers may have old and out dated skills regarding sales training and sales scripts.
These ideas are the cornerstone of their sales training program. They may not even think that sales training courses and real estate training programs and sales training is worthwhile.
1. Sales training programs and the real estate training courses and business training may be given lip
service because of sales managers and sales trainers that have obsolete ideas and outmoded methods.
2. Sales trainers and sales managers and their training programs would rather adhere to an old “surefire”
approach to sales training than adapt the new method and the latest sales training techniques.
3. Sales trainers and sales managers who write the training programs believe that the way they were taught
is the "only" way.
4. Sales managers and sales trainers feel that what they learned about prospecting 20 or 30 years ago
has served them well and there's no need to change to a new business script or sales script.
To adapt a "new idea" of a sales training course, one must abandon and disconnect from an "old idea" of sales training. Sales managers and sales trainers say they would rather find a ready made salesman that has been trained on a sales script. They would look for a salesperson that has it all, .... personality, vocabulary, drive, and most of all can take rejection.
That person is very rare individual to find. Few business people or sales managers or sales trainers are willing to take the time and spend the resources to properly train the candidates that are out there.
Sales training programs may be good, but, memory retention is usually poor. Training courses and training programs for salespeople may be highly entertaining, have lots of style and a grandiose example of the platitudes and posturing called selling.
1. Business to business training courses and real estate training courses and sales do a pretty good
job of teaching how to sell to a buyer that is comparing products and is deciding which product to buy.
2. Real estate training courses and employee training programs often tries to impress their
audience with speakers who are confident, eloquent, and have a flair for entertaining the troops.
3. Real estate training programs and employee training programs are usually taught by non-selling
people who have been unsuccessful in sales.
Costly beliefs result in lost sales. Business to business sales training people and real state sales training people resist anything that is new. “Well that's just the way I am" and "If the prospect doesn't like it, then that's their problem."
The prospect doesn't have any problems. Their way of showing it is by not even letting you talk to them. The prospect cannot be held accountable for your problems.
Sales managers training programs and Business coaches training courses and sales trainers all agree that "old-school" salespeople can create problems.
Real estate training and business-to-business sales people who have been around for long time may inadvertently create problems for the new salesperson by passing on “obsolete ideas" regarding telephone prospecting for new business. It's a problem that sales trainers and business coaches have a difficult time with.
Real estate trainers and real estate sales managers and business trainers usually tell new salesman that prospecting is "a game of numbers." That's only partially true because telephone prospecting is a skill regardless of how many calls are made.
It's rare for an old salesman to tell them to practice their prospecting skills and training scripts and sales scripts that they learned for telephone prospecting.
Real estate training and employee training and corporate training offer few ongoing speaking skills and very little skill building. The most important component of real estate training programs and sales training programs is training new agents and is also the most overlooked.
Speaking skills are by far the most critical part of telephone prospecting because it is the only element that a prospect hears. The sales manager and sales trainer and training coach and real state trainer can only try to improve their speaking skills.
Salespeople often resort to jungle fighting tactics they learned from some other industry. The sales manager and real estate trainer and the training coach operate on the assumption that their salespeople are saying the right things all the time.
They're surprised to find their worn out phrases and outmoded sales training courses are still being used in employee training programs and real estate training programs. They discover that prospecting dialogue is offensive, politically uncorrected, sexist, and crude words are used. Their company is being represented by an inarticulate salesperson with inadequate skills.