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Sales Training
There is a major and totally insurmountable challenge faced by all with the sales talent and ability to share their success and train others, which stops great sales people from sharing why they are so good at the art of communication. They dare not become sales trainers.
You end up training instead of doing what you love best; selling!
There is no real answer to this challenge. And, since those who sell are superior to facilitators of courses, as they have (and do) successfully walked the walk and talked the talk of the road warrior, this is a real issue.
Xerox handled this very real issue as well as it can be handled, with Professional Selling Skills III (PSS III), though a live trainer is better. PSS II, it's predecessor was adequate, with excellent information, but, because it with only audio to replace the trainer, as DVD was not invented yet, it was less than perfect. And, like audio tape, VHS tape had similar issues; (A) pause time was limited, and; (B) rewinding to re-watch a segment is too slow.
In other words, with the introduction of DVD, the class learned from an audio visual presentation, one where segments could be reviewed, rationale could be provided by the click of a button and, most importantly, the presenter need only do the presenting once. After that, the digital recording was used and the road warrior wen back to his/her first love, selling. Then all that was needed was a non-sales-type as a moderator to operate the equipment and direct the class on various group activities.
If you plan to learn in an environment where the sales trainer either; (1) does not work full time in sales professional, perhaps training early in the morning or on weekends, or; (2) has not spent a whole career in our great profession before becoming a trainer in the years where most on in retirement, then you are likely being trained by some one who cannot do it or is not practicing their skills. Either way there is an issue.
It was for this reason that Peter Burke, now 79 and a wealth of sales information and experience, only trained on weekends or during early morning sessions before the work day and occasionally in evenings.
Remember, this is the first sales professional that we know of who chose to use the telephone as a primary prospecting tool, way back in the 1950's. He is also the man who coined the phrase Gold Calling® to replace the very negative COLD CALLING. In other words, he was and is a visionary of sales leadership and sales achievement, also a good trainer but a great sales professional first.
In the early to mid 1980's, Peter and his son Steven used PSS III as the base of their sales skills training, with Steven playing the role of moderator and Peter coming in to provide the "jazz", the extras that class members were hungry to hear. He has also continued to provide his PROSPECTING seminar, on occasion, mostly for his clients that hired him on as an outsourced sales service.
Today, Steven is also a master trainer and they are once again providing the seminars that were so well received for so many years. This time Peter's portions are being taped to be available in the future as DVD's. And, after all, these recordings are terribly important, as he is no spring chicken any longer!
But even today, both Peter and Steven wish to sell full time and are therefore only available on a part time, first come, first served basis.
If you would like to enquire about availability and costs of their two main programs, Basic Selling Skills V and Power Prospecting, call 905-525-7878.
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