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To help sales
people develop unconscious competence in their selling,
several training dynamics must be done.
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1. |
Teach sales people what successful
customer-focused skills are. |
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2. |
Break these skills down into single actions and
have sales people practice them for a week in
real life selling situations. |
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3. |
Have them report on their practice each week. |
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4. |
Reward and reinforce them for their successful
practice each week. |
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5. |
Create an open environment where they can listen
to how their peers practiced the ideas.
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6. |
Continue this process over several weeks in
order to build new inner beliefs that translate
into hew habits. |
We call this "real play" - practicing
appropriate skills in real life situation, not
artificial "role play".
Training that doesn't have build-in follow-up over a
several week period can't cause behavior change, nor can
it help salespeople develop strong, appropriate selling
habits.
Sales success isn't an issue of just intellectually
knowing skills, rather it's developing these skills
through practice, reporting on that practice in real
life selling situations, and being reinforced for
successes. After 21 days of practicing an action, new
habits or behavior develop.
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