Most sales training and business training sales scripts are becoming obsolete and prospecting skills are outdated.
(page 15)
Sales training and sales scripts are obsolete and business sales skills are outdated. Unfortunately sales trainers and business trainers may have old ideas about sales training and sales scripts. These ideas are the cornerstone of their sales training program. They may not even think that real estate training and sales training is worthwhile.
Business training and the real estate training and sales training may be given lip service because of sales managers and sales trainers that have obsolete ideas and outmoded methods. 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.
Sales trainers and sales managers who write the training programs believe that the way they were taught is the "only" way. 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 business script or sales script, one must abandon and disconnect from an "old idea." Sales managers and sales trainers say they would rather find a ready made salesman that has been trained on a business script or 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.
Training scripts and training programs may be good but memory retention is poor. Training scripts and training programs for salespeople may be highly entertaining, have lots of style and a grandiose example of the platitudes and posturing called selling.
Business-to-business training and real estate training and sales training do a pretty good job of teaching how to "sell" to a buyer that is comparing products and is deciding which product to buy. Real estate training and employee training and corporate training programs often tries to impress their audience with speakers who are confident, eloquent, and have a flair for entertaining the troops. Real estate training and employee training and corporate training programs are usually taught by non-selling people who have been unsuccessful in sales.
Costly beliefs result in lost sales for new salespeople and experienced salespeople. Business-to-business sales people and real state sales 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 and Business coaches and sales trainers all agree that "old-school" salespeople can create problems. Real estate agents 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 managers and business coaches and sales trainers 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 are still being used in employee training programs and corporate 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.