The Paradox of Machiavellianism: Machiavellianism May Make for ::
if the correct personality and training are strate-. gically used in the appropriate environments.. If it is true that some sales positions may
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The Paradox of Sales Training©
As you know a paradox is a statement that seems to conflict with common sense but nevertheless is true. (Webster s II New Riverside Dictionary)
This may be a stretch of that definition, but why do companies spend such a tremendous amount of time and money on selling skills training but virtually nothing on Prospecting skills training?
The ESR 2007 Guide to Measuring Sales Performance::
File Format: PDF/Adobe Acrobat - View as HTMLAny sales training program must be measured in such as way that increases resulting from Braess’s Paradox.. 5, 19, 60
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I am constantly saying that Prospecting is the only selling skill that puts a sales professional in a position to actually use all their other selling skills.
It is Easier to Increase Sales than to Cut Costs - Sales - Bill Truax::
Get them some sales training. Get them out of their doldrums. Two spectacular sales ideas© The Paradox of Sales Training
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WOMEN AND THE PARADOX OF ECONOMIC INEQUALITY IN THE TWENTIETH-CENTURY::
sales jobs, they made up about 72 percent of the female labor force .. men who began their banking careers in managerial-training positions, rather
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When we developed The BLITZ CALL® System of Prospecting it was just for that purpose. I was conducting a training program for a large distributor whose sales force was on a 100% commission program.
One of the participants came up to me at the first break and asked if I would just focus on Prospecting training.
He said that the company was great and all their product training really helped, but he needed to get in front of more new people to present what he has learned. The only way to do that is through effective Prospecting, so just teach us how to Prospect.
There and then The BLITZ CALL System was born.
I shared with most of you a study that a group of sales trainers conducted a few months ago. They said that the sales teams to whom they teach selling skills seldom actually use those skills.
More often, they just maintain a good relationship with existing customers and hope they get larger re-orders. This gives the sales professional no control at all. They are dependent on the success of their customers sales teams to grow their business.
Being dependent on others for your sales growth is not a good idea. It is also a tremendous waste of talent and sales training dollars.
How much smarter would it be to take a little time and money to teach Prospecting skills so these sales teams can actually get in front of new potential customers?
Two things about our Prospecting program that surprised me when I did some research. First, it is the only complete Field Prospecting System on the market, and second, it is probably the only Field Sales Prospecting training that a sales professional will ever receive during their career. The only Field Prospecting training - ever!
Imagine how many times field sales professionals go through selling skills training in a career.
Now that to me is the Paradox of Sales and Prospecting training.
Consider how you want to grow your business. Is it dependent solely on others performance that is the growth of your customer base or will you Prospect and grow the number of your customers?
Sell Well and Often,
Bill Truax
Bill@BlitzCall.com
© Copyright 2007 WJ Truax ® BLITZ CALL is a registered trademark of WJ Truax
 How much does getting a small tattoo on your hip/stomach hurt?
 Do anyone else have an itchy anus? ?
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The Paradox of Sales Training©