You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect’s time with chitchat? Shouldn’t you launch straight into your presentation?

No, you shouldn’t, and here’s why. No matter how good it is, your generic presentation casts your product or service as a commodity, not as a solution to the particular customer. Customers don’t care about your products; they care about their own problems and opportunities. They want to know that you understand their problems before you start talking about how your wares can “solve” them.

Read the rest of this entry

Although we would recommend tailoring training based on the results of your training needs analysis (TNA), there are a number of common modules that can be used as the basis of the training program. Here are some we have developed in the past:

Core Sales Skills
As a company, you need to offer a range and depth of sales training. Many companies forget the depth component and continue to put the same sales people through “Sales 101″ year after year. We recommend a tiered approach to sales training, where an individual’s competencies in certain areas are measured prior to training, to ensure the training they attend is appropriate to their skill levels and the role they undertake.

Read the rest of this entry

A lot of network marketing professionals ask me what my “trick” is for getting prospects to actually watch a DVD, listen to a CD or review some literature…you know, something that introduces the prospect to your MLM business. So often, these network marketing business materials get passed out, prospects say they’ll review it and then you never hear from them again.

My experience is that you’ll get better results in your MLM business if you use the right technique before you even give that prospect a DVD, CD or piece of literature.

Read the rest of this entry

As I travel the world doing M.L.M. training seminars I am often told by distributors how hard this business is. Here’s a real – life story that will put things into perspective for you and help you realize that MLM may not be as hard as you think.

I was at a table where a bunch of distributors were talking between themselves and each got on the band wagon and threw in their own proof of how “hard this business is.”

Read the rest of this entry

Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salesperson—you. The second is whether to “buy” your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.

This means that you need to sell yourself to the customer—by building rapport while conducting a good needs assessment—before you begin to sell your company and its capabilities. Not coincidentally, that needs assessment will also allow you to sell your company far more successfully. Why? Because you must first understand your customer’s needs, before you can answer the customer’s most important question about your company.

Read the rest of this entry

Finding the right training solution that will meet the needs of your business can often be a difficult as many companies who claim to offer quality training are only interested in the fee collected at the end of their training. If you want training that is tailored to suit the exact needs of your business then you need to contact the experts.

Sales training is one type of training that must be able to deliver results, as the sales team of any business are part of the financial backbone of that business. Salespeople must receive training that gives them the skills they need to be successful and be structured in such a way that the training courses are practical as well as theoretical so that the maximum is gained from them.

Read the rest of this entry