New Sales Training Approach - "To Sell is Not to Sell"

"To Sell is NOT to Sell" has over 60 stories that relate to real world sales situations from "Hiring Sales Superstars" to "The 10 Most Common Sales Mistakes."This book should be a part of all sales training and a fixture in every salespersons library. The wise salesperson will take her advice and learn how to stop selling and start making more money immediately!Greta offers powerful insight into why the traditional sales training and strategies are changing and why selling in today's economy is more about partnerships between buyers and sellers. One of the points that is driven home throughout the book is that in sales you really must listen to the clients needs, interests and wants. Everyone loves to buy, but hate to be sold and usually have the same regard for a salesperson as they do a rattlesnake. One of the secrets Greta reveals is that selling is treating each person in the way they wish to be treated will greatly improve your sales success.Below is the type o
f instructional story Greta uses to help adults learn from real world examples and on eof the reasons she has been so successful with her sales training business.Here's the story:  Sherry was just hired as an account executive for "Glossy Magazine, Inc." She was in the sales area waiting for her manager to begin her sales training when the phone rang at the desk where she was sitting."Glossy Magazine can I help you?""Yes I would like to speak to you about advertising..."Sherry asked the woman's name and then politely asks if she would hold a moment. She looked around the sales "bullpen," but there was no one to be found. Her manager was on the phone behind closed doors, and Sherry didn't know what to do. She got back on the phone to let the woman know someone would call her back, to which the woman replied that "she only had a few questions."Before Sherry could respond, out the questions came. Sherry, in fear, asked a few questions as well, but really had no idea a
bout anything she was talking about. "What is your product?", "What are you looking to achieve?", "Is this a new product?", "What have you been doing to advertise?", and "How did that work?". She kept the woman on the phone as long as possible with this series of questions.Sherry finally said, "I feel like I have a pretty good idea of what you're looking for, let me put together some thoughts and I will call you later this afternoon. Will you be available around 4:00? We can take 30 minutes or so to discuss the budget and some ideas I and my manager might have for you once I give her this information. How does that sound?" The woman agreed and Sherry was off the phone, and off the hook!When Sherry's manager got off the phone, Sherry told her what happened. She mentioned that the prospect was a residential decorator, but before Sherry could tell her manager the rest of the information she discovered from the questions that she asked, the manager told Sherry to call back immed
iately. The prospect needed to be informed, per the managers' request, that Glossy Magazine has been in business for 17 years, and that they're the #1 decorating and design magazine in town, specializing in residential and upscale homes. Her manager wanted to make sure the prospect knew that they're more than qualified to help with any of her needs. "Here is our media kit we market with. Tell her you will send it right out." "Better yet," said the manager, "tell her you and I will go out there and present it to her."Gee, if I were the prospect, I would just be jumping up and down waiting for that visit! Wouldn't you? Of course not. Sherry was good enough to ask the right questions, even if she didn't know what she was doing. But her manager was about to ruin it by doing the old "show up and throw up" routine.No one wants to be sold to. Now don't misunderstand that for meaning no one wants to buy. Oh no, we LOVE to buy! We just hate someone selling to us. We want it to feel l
ike it was our decision.Remember, when in doubt, ask a question. It will allow them to talk, give you additional information and give you some time to think. Telling isn't selling, asking is.What's Next from Greta Schulz?The intention of the book "To Sell is NOT to Sell" is to provide sales training with tips and ideas on how to sell more professionally and consultatively. But Greta was not satisfied stopping there, she knows that adults learn little bits at a time and need a sounding board for questions and clarifications along the way.Greta has developed a new instructional How-To sales training book called "The Official B2B Sales Play Book" to provide her readers with Play-by-Play instruction for sales. The manual works through common situations that happen every day and what you should and shouldn't do in each situation to be successful.The sales training is in story format because as adults we change our behavior by learning new information, trying it, reviewing it, and
then trying it again.In addition to the actual sales training playbook you get new monthly instructional stories and access to a members-only web site, pod casts, newsletters, and conference calls so you can get the results you really want.For More info check out www.B2BSalesPlaybook.com

View this post on my blog: http://www.yourgamebook.com/new-sales-training-approach-to-sell-is-not-to-sell.html