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What's wrong with sales training today?

In your opinion... what's wrong with sales training today? - by Community Mailbox
Sales training seems like a good idea.

Or did you mean the sales training "industry?" - by Gary A Boye
Sales training seems like a good idea.

Or did you mean the sales training "industry?"
What's Wrong!

My business was created in reaction to the general disconnect between the sales training industry and the sales trainee.

1 The number one tool sales people rely on is language. However, since 1940, when formal sales training entered the market, no scientifically recognized theory or model regarding the fundamentals of language and communication, has been offered in any sales training.

To give you an idea of how much is missing, there are enough books on communication and related issues to fill one floor of an average size book store.

Verbal and body languages are only 2 of a number of components that constitute communication in sales. They are therefore not exclusively responsible for delivering the message. Yet, seminars consistently focus on just these 2 components which is terribly inadequate and even misleading.

Sales trainers will teach students what to say and why it should be said, but not why or how syntax and word meaning impacts the listener. Nor do they explore the full dynamics of other, and often more important factors, that defines communication.

2 Furthermore, the training is usually based on one individual's sales experiences--the speaker's. His or her experiences have been driven by their individual persona, psychology, temperament and other traits that are not offered in the training. Yet, these are the essential factors that move the sale. That's why 2 people can deliver the same exact sales script with one earning a decent living with the other not making quota.

Regardless, if the audience did learn of this private inner world of the speaker, it has nothing to do with them.

3 Surveys show that most experienced sales people do not attend sales seminars due to this very disconnect. When they do attend, their best hope to take back just a kernel of new information from a weekend of training.

These represent only my top 3 general issues regarding sales training. That does not mean good training does not exist, they are just hard to find among the overwhelming "formula" training formats.

This is why my learning comes from others sharing their personal philosophies and attitudes about selling rather than from a grocery list of things "to do." After all, IMO selling is a "way of being" as manifested through learned techniques. - by John Voris
After all, IMO selling is a "way of being" as manifested through learned techniques.
I will comment on that statement as it applies to your points on language.

Assimilating a language effects and further formulates a "way of being" for an individual. That assimilated formulation then acts as a container, or receiver, for new verbal communication opportunities that would be very difficult to learn if the language was not in place.

I remember the difficult time I had in training a young, intelligent salesperson to say 27 words simply because the type of words, and sentence structure was not recognizable to him. There were no "chunks" present that would have facilitated recognition. - by Gary A Boye
After talking with Gary tonight about "intrinsic" questions I can't help but wonder what the original question is really asking. - by Jeff Blackwell
I will comment on that statement as it applies to your points on language.

Assimilating a language effects and further formulates a "way of being" for an individual. That assimilated formulation then acts as a container, or receiver, for new verbal communication opportunities that would be very difficult to learn if the language was not in place.

I remember the difficult time I had in training a young, intelligent salesperson to say 27 words simply because the type of words, and sentence structure was not recognizable to him. There were no "chunks" present that would have facilitated recognition.
Sorry,

When I said a "way of Being" I meant that each of us has a unique "way of Being", not that we can alter our Being in a unique way.

It is commonly held that thinking is an extension and application of language as opposed to intuitive insights that bypass this requirement. This linguistic thinking is then directed through a reasoning structure for decision making.

Going further, according to the Sapir-Whorf hypothesis, the cultural structure of language determines our perception of the world or how we define our reality.

This was demonstrated in "What the Bleep." The Indians could not at first see the ship coming