How To Get The Most Out Of Sales Training Discs And Books

There are three things you can do to get the most out of listening to sales training CDs or reading sales training books.

  1. Listen or read for key ideas: Every person listens or reads training material to find the key ideas that mean the most to them – the ideas that will help them sharpen their skills. When listening to a training CD, write down the key idea as well as what disc, track, and time on the CD that the idea appeared. If reading, simply highlight the key ideas. Put the book or CD away for three days.
  2. Explanation: After three days, come back to the CD or book and go straight to the key ideas. For each key idea, write down “why” it is a key idea – in other words, explain to yourself why that idea caught your eye. Explain why you think this is a key idea at this time in the sales process. Write the explanation down. The purpose of doing this is for you to find reasons why these key ideas make sense to you. Put the CD or book away for three days.
  3. Improvement: After finding a key idea and understanding why it is a key idea, then write down all the ways you can think of to make the key idea better, more improved or more effective.

By following these three simple steps, you will improve your overall sales skills as well as your confidence and have a definite increase in productivity.

This entry was posted on Saturday, November 28th, 2009 at 5:21 pm and is filed under Tidbits. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

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