How to Fix Sales Training - Part 1

Written By Mike Goss

Sales Training is Broken

90 to 120 days after the sales training event, it's as if the event had never occurred.

The Number One reason for such a poor return on investment is that we aren't touching the hearts and minds of buyers. It's their money, and their decision. We haven't given them reasons that matter, so they don't act.

The Best Storyteller Wins

Whether you are delivering a sales presentation, explaining your driving to the judge, or running for office, The best storyteller wins.

The first part of the fix for sales training is effective storytelling. The right story will touch buyers' hearts and minds. The right story will cause buyers to take action.

The Story Structure is Simple

  1. Describe the buyer's current situation:  "what is."
  2. Offer to take the buyer to a higher place:  "what could be."
  3. Offer to take them to "what could be."

The story is not about you or your products. Your story is about the buyer. The buyer is the hero of your story. Your product becomes the "incidental essential" to achieving the buyer's success. 

That's why our sales training program begins with storytelling skills.

Imagine what happens when you apply storytelling to a sales presentation...

 

Mike Goss

I'm Mike Goss, PMP, DTM, Certified Coach. I help sales professionals, project managers business owners achieve more.

Project managers use my PMP Boot Camps to prepare for their PMP or CAPM certification exam. Their new certification opens doors for income and career advancement.

Sales professionals use my Sales Storytelling training to close more sales by touching the hearts of more buyers, and motivating them to buy.

Sales managers and business owners use my Sales Project Management training to turn their sales goal into a project goal. We use the principles of project management to achieve greater sales, greater margins and more referrals.

Author: I wrote "Breaking Through Walls," a business novel about overcoming obstacles.

Speaker: I present keynote speeches and educational sessions on Leadership, Communication, Problem-Solving and Project Management. Clients include the Oregon Department of Public Safety, the Oregon State Sheriffs Association, the Trauma Intervention Program and the Portland Chapter of the Project Management Institute.

https://www.gossconsulting.com
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How to Fix Sales Training - Part 2
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How Sales Projects Strengthen Our Economy