Have you ever left a sales training course, webinar, or session and found yourself doing the same old thing the next week? That’s the problem with most sales training classes – they don’t make an immediate impact on action. There are many reasons for this, but two that I believe are the most common:
- The content is not built for your specific industry.
- The sessions don’t provide tactical ideas that can be implemented that day.
Last Friday I was at a client site and one of the sales people told me “Hey, I used the ‘last email’ email strategy and it worked perfectly.” As I dug deeper, it sure did work. After several voicemails and emails not being returned, he received a call back and an order within 20 minutes of using this strategy that he learned in one of our training sessions?
Why? I’d like to say because it’s such an intelligent and mind-blowing idea, but in reality it’s because it’s a simple action and I provide the template. Customers going through our sales training can implement our ideas immediately – integrators and manufacturers.
That feedback made my day – it really did. I love getting my customers’ sales team excited about concepts, but it makes it so much more satisfying when they use something they learned to add to their success.
By the way, if you’re interested in the “last email” email technique, check out my post from June 3 on how to get clients to respond when they've gone silent.
