The goal in sales training is… or should be… “performance improvement”.
If that’s true, why is there so much emphasis out in the marker on technique? Classes, courses, seminars, white papers, books… Primarily focusing on sales technique alone.
Things like overcoming objections, great closing lines, always be closing… you know, all the techniques we were all taught in sales preschool.
Look, true sales success is more than just technique. Sales is conceptual, not mechanical. This requires us to marry technique with attitude and behavior. They make up the sales success triangle.
The best technique that isn’t backed by a belief and attitude that drives you to know that you can always do better, rings hollow. It’s just another chapter in a book.
Likewise, if you don’t do the necessary behaviors that will put you in front of more and better prospects… what do you have… head knowledge. But no real success.
Success in sales requires you to connect the three points of the triangle. Techniques AND Behaviors AND Attitude.
These are the three points of the Success Triangle.
Frank here in Fort Worth.
Y’all come see us!