You Have Just Stumbled Upon a Blue Collar Sales Coach Who Can Make Your Business Life A Lot Easier
Is it really a sales meeting when you read them the latest memo from Home Office about paperwork changes, and then send them out the door with, “Go get ‘em tiger?”
Where are your residential and commercial salespeople, selling technicians, and phone selling/call center employees receiving instruction and coaching on critical topics like Goal Setting … Buyer Temperaments … Off-season Appointment Setting … Likeability … Over-Talking Prospects … Active Listening … Avoiding Weasel Words … Prospect Apathy …, etc.?
I know you don’t have the time or the resources…This is where I come in as your workplace “New Best Friend,” since I’ve compiled all this stuff for managers/business owners like you, after spending 45 years in the Selling Universe (Yes, I took my first selling job in 1972!)
When I put all this together in 2012, I called it a BOOK (Sell is NOT a Four Letter Word, to help salespeople improve their performance.
You will probably call it Sales Training Lesson Plans. 116 concise topics, 274 total pages (2½ pages per topic avg.), relevant, common sense, understandable plain English.
This is the salesperson piece of the training puzzle.
For you, the manager, I developed a Leader Guide, with one page of open questions for each of the 116 topics in the book, in an old-school 3-ring binder.
These questions will form the backbone of your 30 minute sales meetings and help guide a discussion of each topic (with virtually zero preparation), guaranteeing participation and involvement of your team members rather than being a “lecture” conducted by you.
At the end of each lesson is a Skill Check, an activity for your folks to do to “show what they know” cuz it’s not training unless the participants do it!
Leader Guide Details
Want to see an example page from the Leader Guide? Well here you go. Click the image to download a PDF file. (Yep, I just gave you a free lesson.)
Let’s Talk About Your Financial Investment
Each sales employee needs their own personal copy of the sales training lesson plans (my book) @$16 each, and you (the manager) need a Leader Guide @ $69. I will ship these materials to you for FREE, anywhere in the U.S.
Additionally, I want you to know that I stand behind these materials with a no hassle money back guarantee. (In 4 years no company has ever exercised it but it’s there in case you are the first.)
Simple Steps To Begin Your Training Sessions
- Determine skill focus needed for first sales meeting (see Leader Guide contents). Assign that book segment for reps to read prior to meeting. (Chronological order of book unimportant)
- Using corresponding topic in Leader Guide, conduct sales meeting by asking questions provided in order to generate discussion. Customize with specific examples from your business.
- Perform Skill Check at conclusion of meeting to ensure they “get it.”
- Assign topic for next meeting based on skill focus needed (repeat step 1)
With 116 topics, even if you have sales meetings every week, this material provides you fresh topics for over 2 years!
3 Reasons You Need to Begin Using This Leader Guide & Sales Lesson Plans (Book)
As an example, if you have 6 salespeople, your investment would be $165 ($69 LG + $96 for 6 books) to own and use these materials at your company. That’s a “what have you got to lose offer,” backed by a MBG! You won’t find anything close to what I’m offering at these prices.
No more scratching your head searching for a relevant topic or materials to train with to improve poor performance. The Skill Focus column in the LG Table of Contents will highlight their need and identify the lesson that will address it. BOOM! Just follow the “Yellow Brick Road” by asking the questions provided for you on that page of the Leader Guide.
The face-to-face skills I discuss are rarely emphasized in sales training programs, but based on my 45 years in the selling universe I know how critical it is for salespeople to be proficient with these basic skill sets. A quick look at the Contents of Sell is NOT a Four Letter Word will automatically confirm this declaration.
Frequently Asked Questions
What types of companies are using these materials for sales training?
Pest control (commercial & residential), HVAC, Quick oil change/lube, Security systems & alarms, Information Technology, Environmental services.
Is this training material really as relevant as you say?
Absolutely! But don’t take my word for it. James Bingham, a DM with American LubeFast says, “Your material really speaks to our guys like no other sales training material ever has. Most of the time it seems like you wrote it specifically for our industry.”
Can this approach possibly be as user-friendly as you advertise?
Again, read what an actual customer says. Jay Carpenter, Chief Business Developer of technology sales at Invision Technologies swears by it. “Doug, your sales training approach is a dream come true for me, as I stay as busy as a one-armed painter most of the time. All I need to do is recognize where the sales folks are falling short and then pick a lesson that covers that skill focus for them to read prior to our weekly meeting. When I open my Leader Guide to that lesson and ask the first question on the page, an instant discussion ALWAYS begins. It’s like magic; I just ensure they leave the meeting with a new perspective that will help them improve.”
Does anybody you know use the Leader Guide any differently than you laid it out?
As a matter of fact; yes. For variety sake, I recommend occasionally providing the questions up front when assigning the lesson, especially when covering topics that might require a lot of thought before answering. Additionally I like “peer learning.” Providing the questions in advance gives the manager an opportunity to assign specific questions to specific reps who you know will have a lot to add due to their experience and success level.
My Personal Invitation To You Whether You Buy Or Not
I invite you to subscribe to my weekly newsletter, Selling Point which is my gift to you. With it, you will also receive a BONUS consisting of a 1 hour audio address, recorded when I spoke to a live statewide blue collar franchise group on Improving Your Communication Skills. Your FREE subscription also includes access to my vault of past Selling Point issues, dating back to 2013. You will absolutely be able to use and apply many of these sales, customer service, and sales management communications hatched by my Lenovo keyboard.