There is only one true way to sell...

Is it just me or does it seem like many sales authors/trainers come across as if their sales methods were the only true way to sell?

For instance, traditional sales training might have a place in department store retail but not in luxury boat sales. IMO, that doesn't mean one is superior and the other is inferior. Instead I think that means that depending on the situation one style does better than another.

Quote:

Originally Posted by Jolly Roger

Is it just me or does it seem like many sales authors/trainers come across as if their sales methods were the only true way to sell?

For instance, traditional sales training might have a place in department store retail but not in luxury boat sales. IMO, that doesn't mean one is superior and the other is inferior. Instead I think that means that depending on the situation one style does better than another.

That sounds about right.

Quote:

Originally Posted by Jolly Roger

Is it just me or does it seem like many sales authors/trainers come across as if their sales methods were the only true way to sell?

Yeah, and in their books it says, "Don't knock the competition."

Before I started working at the dealership I'm at now. I interviewed with a number of potential employers. They all stressed how they would train me to sell their prodouct and get me certified. The dealership I'm at now has provided no training or talk about me getting my certification. What should I to do improve sales myself.

From an author and sales trainer's perspective, let me disagree--somewhat.

Most of the other authors and trainers I know don't think their training is the only way. Most will quickly admit there are alternatives and most will refer to other authors and trainers if they don't have the right training for someone. My specialty is referral and other sophisticated lead generation methods and personal marketing, but I refer people to Wendy Weiss for cold calling and phone communication skills; Dave Anderson for auto sales training; Dave Lakhani for persuasion training; and many others. Others do the same--I know, because they refer many to me.

A perfect example is Frank Rumbauskas. Frank is the New York Times bestselling author of Never Cold Call Again. Last week his newest book, Selling Sucks: How to Stop Selling and Start Getting Prospects to Buy, was released. It discusses a number of sophisticated methods of generating high quality prospects and converting them to clients. One of his chapters is on generating referrals. It's one of his shortest chapters because he concedes that the best book on the subject and the best training on the subject is mine--so instead of repeating what I say, he advises his readers to buy my book and take my training. That's hardly viewing his training as the only training worth taking. But on his website, he makes a very strong case for buying his books and taking his training--as he should.

There are some who will claim to be the be-all and end-all of training. But those are the exception rather than the rule.

However, when marketing our training and other products, most of us do make strong statements, of course. We are selling a product, just like you are selling a product. And most, at least most of the good ones, are true believers in their training. So, if you truly believe in the value and quality of your training, why wouldn't you make strong statements? And, since most of us have endorsements and testimonials from salespeople and business leaders, we let them do the talking for us by posting their testimonials on our websites.

It's not so much the trainer who is a strong believer in his or her training that you should watch out for, but the one who is lukewarm about their training. If they aren't sold on its value, why should you be?

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Originally Posted by pmccord

A perfect example is Frank Rumbauskas. Frank is the New York Times bestselling author of Never Cold Call Again.

Isn't Frank the author who says "cold calling doesn't work" or "cold calling is a waste of time"?

Yes, he is. Does that mean that a trainer can't have an opinion or believe that there are better ways of doing things? Of course, not.

There is a great varity of thought in the training industry. I doubt that any two trainers agree on everything. There's a trainer out there that believes everything but cold calling is a waste of time. Is he the one that's absolutely right?

I work with Frank, but I also work with Wendy Weiss, "the Queen of Cold Calling." I also work with Dave Lakhani, Joe Vitale, Randy Pennington, Jill Konrath, Dave Anderson and many others on different things. They all have their own views on training and specialize in different areas. And they all have excellent training--most of it very different, although there is a little overlap (even with Rumbauskas and Weiss).

Heck, I know several salespeople and professionals who have taken Frank's, Wendy's and my training, liked it all and incorporate it in their business. They have simply taken the best of each and made it work in their business. They haven't gotten hung up on the fact that Frank and Wendy come from very different perspectives.

Quote:

Originally Posted by pmccord

There's a trainer out there that believes everything but cold calling is a waste of time. Is he the one that's absolutely right?

My opinion is that there isn't any one training that is absolutely right in every situation.

Quote:

Originally Posted by Jolly Roger

Is it just me or does it seem like many sales authors/trainers come across as if their sales methods were the only true way to sell?

For instance, traditional sales training might have a place in department store retail but not in luxury boat sales. IMO, that doesn't mean one is superior and the other is inferior. Instead I think that means that depending on the situation one style does better than another.

I have found from experience that a certain mechanism exists that effectively does boost oral selling (for me I can attest that I achieved over ten times quota at a cable company, measured for six months straight - it got that high doing both horizontal and vertical selling).

The beauty of this is it's flexible enough to accommodate any sales style, personality or voice. My system is very simple (no surprise there as it must be to achieve this measure of success for myself and others) and born under telemarketing conditions (although inspired in part by outside field reps).

It should be made clear that even though I regard my method as giving the best opportunity to succeed, other ways of succeeding still exist and will work side by side with my system. But there is no question my system is basic (a fair comparison may be like doing writing without the punctuation marks, my system supplies the punctuation marks).

If you're asking, my system is Tip Top Trade Secret.

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Originally Posted by Wonderboy

If you're asking, my system is Tip Top Trade Secret.

I thought I read in another of your posts that you'd never received sales training. Are you sure your tip top trade secret isn't already being taught elsewhere?

There is only one true way to sell...

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