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Best Sales Training Tips From Mark

Sales training is not new! In point of fact, it's been in existence almost since the dawn of time. There are numerous Biblical stories which show the worth of some of the age-old habits. Two, in particular, are well worth a second look even today. The Parable of the Sower and the Parable of the Fig Tree both have intrinsic wisdom which many sales people don't always appreciate.

The basic truths of these lessons from the past are used in many of today's training courses although, perhaps, you may find them wearing new clothes in a modern incarnation. All selling is based on arithmetic because there is a relationship between the number of approaches and the number of sales.

This is an historical fact going right back to Biblical times. However, if you're skeptical, dig out the family Bible and read "The Parable of the Sower" - you'll unearth it in the Gospels, the one according to Mark, and it's a great illustration of some fundamental sales training.

Visualize the picture 2000 years back - an ancient way of life where seed was broadcast manually from a basket. Inevitably, some fell on a path and was eaten by birds; some fell on stony ground and was blown away; some were strangled by weeds and failed to grow; but some seed fell into good soil where it grew and bore much fruit, yielding 30%, 60% and even 100%...pretty much a classic description of calls/sales ratio straight from an up-to-date sales training manual.

To put it in sales and marketing training parlance, there is nothing new or magical about finding prospects - it's not easy but, keep in mind always, sowing must come before reaping; as epitomised in this lesson.

The "Parable of the Fig Tree" suggests you look hard at the sales person who is not performing and, like the fig tree in the Biblical parable, cultivate, nurture, develop and train. However, if eventually after much cultivation and tender loving care, there is no fruit - then unfortunately the assessment must be made whether to hack it down and re-plant with yet another tree. Yet another priceless lesson in the basic sales training tips from Mark.

After 2000 years the ways of sowing the seed have dramatically changed for the better but the basic idea, reinforced by all sales trainers, is exactly the same. The more additional suspects you uncover, the more often you repeat the message, the greater the chance of switching them to a prospect and thence to a customer. And, if you do it often enough, the law of averages dictates you will find enough customers based on the number of approaches made.

It certainly entails rigorous sales development training with self-discipline day after day and week after week. Nevertheless "results" are the name of this particular game and, in the early days, you'll make up in numbers what you lack in skill. In the fullness of time, with training and determination the sales ability improves and likewise the sales/conversion ratio.

This truth is incontrovertible, but many supposed professional sales people still refuse to accept it. Why?

Because, as an exceptionally wise man once observed - Selling is Simple; not Easy, but Simple - and that, of course, means consistent training in sales closing techniques, telephone sales training preceded by a well-planned prospecting activity.

Being aware of what to do is only half of the story - doing it, day after day, even though it's easy, requires perseverance from a special kind of person...a person who is prepared to accept the discipline and will absorb the basic lessons, crystal clear in sales training tips from Mark.

About the Author

The messages in these two stories still find their way into most sales and marketing training programs even if they are not called sales training tips from Mark. a person who is prepared to accept the discipline and will absorb the basic lessons, crystal clear in sales training tips from Mark.

We are creating a training manual for a 4 star hotel. How do u suggest we get employee's to take initiative?

This hotel training program for all employees must encorage them to take the initiative when dealing with customers in order to take the extra steps towards customer satisfaction. Any imput is very much appreciated. Employees include, banquet staff, front desk staff, and housekeeping staff.

"Initiative" means different things to different people. The first thing you need to do is make sure you have a clear definition and concept of what you consider acceptable "initiative" to be. People need to know what authority they have and where that authority ends. You also need to make sure that supervisors and managers understand what types of decisions employees will and won't be allowed to make.

I've worked places where I believed I was taking initiative and I was accused of being pushy, bossy, or over-stepping my authority.

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