You're Doing Sales Training Exactly BACKWARDS

In this episode of Sales [UN]Training Kelly challenges traditional sales training methods, highlighting the importance of understanding customer needs before diving into product details. He emphasizes a customer-centric approach, where understanding the client's industry and challenges is key to offering relevant solutions. It's time for a paradigm shift in sales training, moving away from product-focused strategies to methods that foster meaningful relationships and effective problem-solving, aiming to change the negative perception of sales roles and improve sales effectiveness through genuine client engagement.

1:55 - The Reason Our Profession is Hated By So Many

6:24 - Why do so many training programs START with the wrong thing?

14:43 - Don't use "solutions" as a substitue for "product"

18:19 - Immerse your team in experience before product

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada.

He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by @dougbranson and Pod About It Productions #sales #selling #salestraining