World Class Sales Training: by Bob Beck

Even though I have been a sales trainer for many years, there is still a lot for me to learn.

Selling, like any other profession, requires dedication, focus, and practice. Just like you can't lift weights once and expect to be fit for life, you can't just "learn how to sell" once, and think that will carry your career.

Being a top sales expert or professional requires that you develop discipline, dedication, and focus. Sure, you can be in the bottom 80% of sales people, but why would you want to?

Here are some strategies I use to keep my personal sales training fresh and new. 

By adopting the five strategies below, you will keep your enthusiasm high, your reputation growing, and will become more valuable to your clients. 

Use information from different industries. It is always fascinating to read about how different industries sell.

You can learn new strategies for finding prospects, connecting with them, and finding new methods for driving sales. I make it a point to adapt at least one new sales stragegy each month, learned from a different industry.

Be interested and enthusiastic. When I meet new people, I talk to them and listen to what they say. This has helped me connect more deeply with these people, and helped me to build my reputation, trust, and visiability.

I make every effort to provide referrals and references; this helps me become a trusted advisor and helps me learn what kinds of challenges they are facing here and now. While I might not be able to help them with evertying they need, I am usually able to help them with something they need.

Continually refine your personal skillsets. How, ask yourself these questions:

• Are you a good storyteller?
• Strong problem solver?
• Highly creative?
• How can you keep these personal assets razor sharp and working well for your clients?
• How can you be more valuable this month than you were last month?

Keep your dialogue up with past clients. Be aware of what new challenges are facing them and what opportunities might exist for your business within these challenges.

Seek to become a high level service provider in as many domains as you can. Benefit from on-going, growing, repeat business.

Build a strong professional network. Strive to build connections with sales professionals from other industries. You will benefit from these connections, both personally and professionally.