You may not know until you ask?

We were sitting at the Kitchen table and a song I had heard was on the radio. It was a song like so many others today, catchy, and popular. My wife always has the radio on in the background and the same few current hit songs play over and over again all day, every day. I am not sure about you, but I love music of all types. I love the tunes, the melody, the catchy nature of the songs, the one issue I have with current music, I never know what the singer is saying. Most of the singers appear to have excellent voices but for some reason, I just never get the words. Might be because of my age, might be because the style of the singing, regardless I never have a clue what is being sung.

Recently, I was having a business conversation with a prospect for my Sales Training. From the outset of the conversation the prospect was adamant that the Value Training I offer was not for them. Their contention was that they had been selling in the B2B space for years with price and service. And that if they could get the price below 2%, they felt they had a shot to get the business on Card. I probed a little further as to what happened when the Supplier still thought a sub 2% rate was too expensive? For a moment there was silence, then he piped in, “Well, I don’t get those.” I tried to explain to the prospect that Price is not a value lever, and what we in the Industry consider to be lower rates, still may appear to the prospects to be unacceptable costs, particularly if your supplier thinks their collections costs are zero.

Seeking out Sales Training of any kind can be and should be beneficial to the salesperson on both an informational and tactical level. Informational, to build your knowledge base using the expertise of others, who have acquired the information you need to know, where the trainee acquires it in a much shorter period of time than it took the trainer to acquire it. Tactical, sales training should be the follow on to show those that need it, the practical use of the information they have just acquired and how it is put into practice in the live sales environment. You must though have the informational side before you can progress to the tactical side. Think of it like this, as a pitcher in baseball you need to know where the batter is, where the plate is. You need to know the shape of the plate and the strike zone in order to throw pitches to strike the batter out. If you don’t have that information, then developing a curve ball has little p