Sales Training San Diego CA

Over the years I have been appalled by the double standard that most companies practice: they demand college degrees and extensive training in operational disciplines, but not in their sales departments. Rarely do I find sales teams that have any formal sales training using any research data that is available.

Using the same double standard, most companies manage their operations very tightly demanding high productivity, however very few manage their sales teams very tightly and therefore usually get low productivity.

I rely heavily on my many years in sales, sales management and in managing sales managers, to interview, hire and train and ultimately manage their activities and the quality of their activities. Waiting to manage a sales person results is usually disastrous.

Most of my sales training is based on my own experiences plus the amazing information from the massive research project published under the title of “SPIN Selling” by Neil Rackham. I have been using and refining this system for 21 years and it is by far the most powerful process I know. An added benefit of the SPIN SELLING process is it is easily taught to non-sales professionals. The keys to effective use of the process are a willingness to learn and an ability to listen and problem solve on your “feet”. The process has clearly defined steps and is totally non threatening to the prospect or client. No tricks, no manipulation just uncovering needs and the emotions connected to them. What is required is practice, practice, and practice.