The fourth way to improve your sales technique is by watching videos.
Many learners are visual and prefer to learn by watching instead of listening. The benefit of watching a tape is that you can actually see the process versus trying to envision it when reading or listening to an audiocassette tape.
Your local library has many tapes that you can check out, and the video store has tapes that you can purchase.
The fifth way to learn about improving your sales abilities comes from a method that I call “Follow the Leader.”
This entails finding someone who is good in sales (a “sales leader”) and sitting down with that person and picking their brain about issues you know you need help with. The person that you pick to spend time with does not necessarily have to be from your industry.
Rather, if they are good in sales and have a proven performance record of success, they will be able to provide you with some assistance. If they cannot help you, or are unfamiliar with your industry, they might also be able to refer you to someone.
Be careful not to take advantage of the time with your “sales leader”. If they are successful, then that means they are probably very busy.
Take the time to prepare your questions and issues beforehand. If you can meet face-to-face, then do so. If time is limited, then schedule a telephone conversation or even e-mail your questions.
The short-term goal is to get your basic issues solved first, the hurdles that are keeping you from being immediately successful. Then, later if you have the time, you can focus on the bigger issues.
If I was running a company or a sales team, I would set up an internal mentoring program for everyone on the sales force, regardless of seniority or success.
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