2 posts tagged “training”
Got handed a mission. Train a roomful of non-sales people to sell, without calling it that!
So what books would you grab?
Here is my list: Robbins "Power To Influence",Hall "Games Great Salespeople Play", Gitomer "Sales Bible", Moine "Unlimited Selling Power", Hogan "Science of Influence"
Game plan is to skim and review, pick high points and get process together as a package.
Have only 7.5 hours. Present and integrate. Get the people up and doing. What butt and can endure the mind can absorb.
Get the big Why, so how gets easy.
Going to script out a example then, have alternates.
Collect and answer the standard objections.
Tim, the reluctant trainer.
Will keep this one going for awhile.
Auto pilot, routine, unconscious. Words that come to mind. We all have habits, little short cuts we've learned over time to save us grief.
How to tie your shoe laces. How to get up in the morning.
My life changed when I found out you don't 'break' habits merely replace them. 'All'(universal quantifer) behaviors have a pay off. Example smoking, take a break and breathe get left alone and a nicotine hit. So in changing that habit, you need to keep the benefit.(The break, and getting away from desk)
I like to blog before breakfast. Set time, set task. "Wake up, get up, get something done."
New information can assist you in replacing a habit. Giving up soda cause it is evil(the horror of a gassy gut!)
How to establish a habit. 21 days. To burn into 'muscle memory' 60 repetitions a day for 21 days.
Hypnosis is your friend, you can see yourself doing too!
