I find it funny that salespeople who need to upgrade their skills and
product knowledge are generally indifferent to learning. Opportunity after
opportunity to invest in themselves, enhance their careers and improve their
income, are passed on by. And they wonder why they keep losing business to
their competition and don't make their numbers. Duh!
When all things are equal, people buy from product knowledge experts before
giving their money to novices. In fact, some customers will pay more for the
security they get from working with experts. They have comfort that their
investment and the outcome of their transaction are secure because their vendor
salesperson "gets it".Learning is an ongoing challenge. Things change. And those that don't stay current get left behind and either don't know why or have a bunch of excuses for their failures.
Whatever you studied in technical school or college may or may not be
useful in your career. The truth is that it really doesn't matter where you are
in the spectrum of subject matter or sales skills expertise. What matters is
that you seek out materials and programs that can elevate your status and give
you an edge over your competitors.
Remember, most people are indifferent to ongoing education. They don’t have
or don't make the time, don't appreciate the value of learning, don't have a
clue or just don't care. By making an effort to learn you will eclipse your
competition quickly. The funny thing is that they probably won't even know it.
Knowledge is power. What I neglected to do last month is give you some
ideas and sources for sales and industry information.
Ok, here's a start. Attend my sales training seminars. I have been selling for over 40 years and have
a lot of good material. A few gems from my class will put money in your pocket.
There are other sales and marketing experts. Attend their seminars; buy
their books read their blogs. I do. I may be an expert, but things change and I
need to stay on the edge. I have my own personal continuous education program.
The Internet offers a plethora of information on selling and on the
topic(s) of your business.
You can subscribe to industry and sales magazines. They arrive every month
and tell you what's new in selling and in your industry. Tips, tools and
tactics delivered to your door.
Go to the library. You can learn everything you need to know and more by
reading books. The library has more relevant books than you have time to read.
Attend industry events. National, regional, state and local trade
associations feature training. Many times the classes provide you with
certifications that you can use to your advantage in a sales situation.
Take advantage of vendor sponsored training. They are highly interested in
ramping up your level of knowledge in their products or services. Most host
seminars, webinars, videos and other cool training opportunities.
Make friends with the top people in your space. You know the ones. They are
highly successful, make the most sales and money and wipe up their unsuspecting
competition. Get to know these people real well. Stick close. Observe. Ask a
lot of questions. Figure it out. This is one strategy where you can really get
an education and step up your game.
Don't hang out with negative people with a list of excuses. It won't help
you. Run with the winners.
Finally, do it. Don't talk about investing time in yourself. Do not put it
off. Start now. I know you are busy. You might say that you are too busy to
devote time to continuous education.
Wrong answer.
Schedule some time every week for self-improvement. It will pay off
immediately and will continue to reward you in the future.
Know more, sell more!
