The Missing Link In Sales


Article by: Linda Brakeall

Sales people often feel that they spend too much time in seminars, sales meetings and various other forms of training. Sales managers often look at weak production reports and send those same salespeople off to MORE training.

The assumption is that if the sales people knew enough they would sell more. Let's think about this another way.

You want to improve your tennis game. You've played for years with no instruction. A seminar is coming to town: THE 7 Best Championship Tennis Shots You think: One day and $149 and I will walk out of there with seven great tennis shots. Heck, that's only about $21 a shot! I'll do it. You spend the day in class immersed in video's and line drawings that tell you exactly how to use your body, exactly how to use your mind, even what to wear for peak performance.

The day after the class you go to a tennis club to try out those new shots but your shots don't look anything at all like the ones on the videos!

The tennis pro takes two minutes to give you one pointer. You try the shot, then he helps you modify your stance and try it again. BETTER! "Now, hold your racquet with your thumb like this," he says, "and try it again." WOW! That 's the best shot you've ever made. What was the difference? In less than 5 minutes with a professional coach, you had some hands on training and some immediate feedback.

The missing link in sales training, is that most companies spend a lot of time, money and effort on classroom training, with little field training and less one on one coaching. Who catches the sales person learning good habits . . or bad ones? Who adjusts the stance, or modifies the words? Trainers and managers simply don't have the time to repeatedly listen, edit, and polish presentations.

Classroom training alone will never let you achieve what one on one professional coaching will do in a short time. Even Michael Jordan has a coach! Personal coaching produces quick results which measurably improves your skills. Perhaps it's time to invest in yourself!

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Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at
Ph: 800-662-7249

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