Why You Should Come Out of Your Shell and Grow for It

Growth is a Choice

Were you aware that the exact same thing that causes a lobster to grow and develop is what causes you and I to grow and develop? For lobsters growth isn’t an option but for you and me personal development is simply a choice. If you want to be further ahead next year than you are right now it’s a choice worth making.

On today’s show discover:

  • … that what triggers a lobster to grow is also a trigger for your personal development.
  • … how knowing what it is and embracing it can make you more successful than you ever imagined.

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How to Get Comfortable Being Uncomfortable

Go Out on a Limb

Most people associate risk with danger and when we’re in dangerous territory we’re uncomfortable. But there is an upside to taking calculated risks and being a little uncomfortable.

Take an apple tree for example…the fruit grows at the tips of the branches, not next to the trunk. You have to be willing to go out on a limb, where you might not feel comfortable to get the good fruit. For your sales life to be fruitful…you need to do the same thing…you need to get comfortable being uncomfortable.

On today’s show discover:

  • …why it’s important for your sales career to embrace the uncomfortable;
  • …how to get past those things that might be holding you back;
  • …and why getting uncomfortable might be the best thing you’ve ever done for yourself.

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You’ll Never Win, The Blame Game

Why it’s Important to Take Responsibility for Your Actions

It’s a popular game to play, especially when something goes wrong. Maybe you’ve played it yourself ..it’s the Blame Game. You know pointing the finger at something when a sale goes south.

  • They didn’t have any money
  • They thought it was Free
  • They just didn’t want to buy

It’s easy to do and sometimes these things you blame might even be legit but the question is do you ever actually win when you play the blame game?

On today’s show discover:

  • … how to find the value in a lost sale;
  • … why focusing on those things you can control sets you up for success;
  • …and why you’ll never win the blame game.

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How to Use Free Online Training for Better Results

Finding Time To Train

Does this sound familiar? “I know training is important but I just can’t find the time” If  it does, don’t feel bad.  It’s a very common complaint among today’s sales managers.  In fact, according to 1 The Athletic Mindset:

“Approximately 50% of Sales Managers Don’t Have Time to Train”

Having been a sales manager myself, I know how challenging it can be to find time for training. Fortunately, you have access to numerous free online training resources with articles, tips, and tools to help fill in the gaps.

Is Free Online Training Effective?

Is free online training effective?Online training can be very effective, when utilized properly. Consider these two prime factors:

First, it’s important that the resource is relevant to your sales team. If you manage an inbound call center an article about getting past the gate keeper in a face to face B2B scenario is going to be difficult to relate. Even if there are translatable skills most sales reps won’t make the connection. It’s too different from what they do on a day to day basis.

Second, you need to follow up and reinforce what was learned. No matter how good on-line training is, it will be far more effective supported by live coaching.

So what’s the answer, is free online training effective?  Yes! In fact, according to Aberdeen Research…

Sales managers that provide their teams with on-going training and continuous post training support have 20% more sales reps at or above goal!

How To Use Online Training to Supplement Live Training

I always struggled to find online resources that really spoke to the salespeople I was managing.  I developed KO Sales Coach to give you relevant topics, delivered in brief segments, that help supplement the training and coaching you’re doing with your team.

How does free online training supplement live trainingI want KO Sales Coach to be your “go to” resource when you need extra support or when you’re strapped for time. This saves you from researching, preparing, delivering , and even scheduling training sessions. (whew…that is a lot of work!)

For example:

“Timmy” needs help overcoming the “I want to talk to my doctor” objection.

  • You visit KO Sales Coach, and select “objections” from the category list.
  • You find an article with ideas on how to overcome the objection.
  • You forward the article to Timmy, ask him to review it and put the suggestions into practice.
  • You ask him to check back with you afterwards to talk about how it went. (which gives you the opportunity to coach and support the new skill he’s developing). 

“Sally” is having a difficult time with tie-downs.

  • You visit KO Sales Coach search for the phrase tie-downs and find the “Two Minute Video Training”.
  • You forward the link to Sally and ask her to review the video.
  • Once she’s done, you check in to see what she learned. (another coaching opportunity)

Finding What You Need

I’ve organized KO Sales Coach so you can easily find articles, podcasts, and videos based on the sales process.  You can use the

  • “Getting Started” menu and find content categorized based on the sales process
  • “categories” pull down,
  • the tag cloud at the bottom of the page or
  • even do a search on keywords to find exactly what you want.

Once you find what you feel would be helpful for your agent:

  • print it out,
  • forward the link,
  • or direct them to it.

All of the content has been specifically designed to be consumed quickly so your sales team can get the information right on the sales floor during slow times. This also allows them to put what they’ve learned into practice right away!

Help Me, Help You

free online training infographic

Click on this info graphic for a larger view and links to free online training

Staying up to date with new training topics added to the site makes KO Sales Coach a more valuable resource for you. The good news? Staying current is super easy! Follow these three easy steps to be notified when new content is available.

  1. Subscribe to the FREE email newsletter – I send you a brief notice right to your inbox each week with any new articles, podcasts or videos that have been added to the site.
  2. Subscribe to the Podcast – Every Thursday I release a short new episode. Even if your commute to work is less than 10 minutes you’ll be able to give it a listen on the way in!
  3. Subscribe to the YouTube Channel – I’m adding new Two Minute Training videos all the time. Stay up to date with a quick notice whenever new videos are added.

Conclusion

Free online training resources like KO Sales Coach are a useful tool for managers who are strapped for time and have sales reps that can benefit from additional training.

Are there topics you can’t find on the site that your team could benefit from? Drop me a line or leave a comment below. I’m always looking for new ideas!

References:

1 Source: The Athletic Mindset <http://theathleticmindset.com>

2 Source: Aberdeen Research <http://www.aberdeen.com/>

10 Effective Ways to Maximize Down Time at Work

Maximize Down Time at Work

Downtime is a fact of life in sales. Sure, you would love to be busy with customers all the time but that’s not always possible. Downtime is an opportunity to hone your skills and stay sharp so that you can make the most of those times when you do have customers. Here are 10 things you can do during down time to hone your skills and prepare to maximize your next opportunity.

  1. Review the advertising and information that drive customers to you. What are the key phrases, benefits or unique selling propositions that are working to create a sense of urgency? How can you incorporate those same things into your presentations?
  2. Review customer testimonials.  Reading through customer testimonials and familiarizing yourself with real life experiences can be very helpful when you have a customer on the fence. It can also help you feel confident about the efficacy of the products you sell.
  3. Listen to other sales people. You can pick up some interesting new information or strategies by watching what other sales people do. Watch and listen for what works and do that. Hear something that doesn’t work? ah…..don’t do that!
  4. Review Product Information. No matter how long you’ve been selling a product you’d be surprised what a fresh run through the information will turn up. Maybe there’s a forgotten feature or benefit that could make your next sale.   
  5. If you work in a call center, review your sales scripts. Professionals use scripts all the time but sound perfectly natural, how? They practice. If you work in retail practice your presentation so it’s smooth and consistent.
  6. Work with a colleague on your rebuttal techniques. Jot down the objections you have the hardest time with and practice with each other.
  7. Pick a product and see how many items you could make a x-sell connection to.
  8. Read sales articles like this one and others like these.
  9. Listen to Sales related podcasts. Browse through our back catalog here.
  10. Volunteer to help a new sales person. Teaching someone is a great way to “up your game”

BONUS

11 . Review “54 Sales Tips to Punch Up Your Sales” and try something new 🙂

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Summary

The more skill and knowledge you have the more money you’ll make this year! There are plenty of resources available to help you be your best. Take advantage of slower periods and make an investment in yourself. The time you put into improving your skills and knowledge will pay off for you in the end!

What other things have you done to improve your skills during down time? Share your tips with others and leave a comment below.