Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

Feed Your Mind

What would happen to an athlete that stopped eating healthy food and only ate junk food? What would happen if they stopped drinking water and only drank Red Bull? Think about it, what would happen? No matter how fit they thought they were they would not be as effective the next time they got into a game.

So, let’s turn the tables. What would happen to a salesperson that stopped reading healthy materials and only consumed the junk? This includes negative press as well as being in or around negative conversations. What would happen? They too would be less effective the next time they hit the streets.

We are what we read, what we consume. So, in these tougher times, what are you consuming? Are you reading from great books? Are you listening to top tier sales experts share with you how to be at your best?

I can get preachy at this point, but instead I’d rather share with you some materials you may wish to consume…to feed your mind:

Just about anything from Jack Trout, this includes The New Positioning, Differentiate or Die, Trout on Strategy. Our clients need us to think strategically on their behalf, and these books will help get your mind thinking in that way.

The three books from Roy Williams, a.k.a. The Wizard of Ads. This includes the Wizard of Ads, Secret Formulas of the Wizard of Ads and the Magical Worlds of the Wizard of Ads. Great ads bring strategies to life; these books will help you build great ads.

Wondering if you should even have a career in radio sales? A great book to work you through that is The Accidental Salesperson by Chris Lytle. Chris has been in our shoes and helps you appreciate what it is we do.

If you prefer audio then a couple names that come to mind are Harvey McKay and Tony Allesandra. I have audio training from them and they have helped me pull the motivation I needed from myself to keep advancing forward in my career.

Search for these names and also for subjects you may want to expand on right here inside Connect - just type key words into the search box above - there are artlcles and training materials from many of these trainers inside this site.

If none of these stir you up, or your commissions are keeping you from purchasing a few of these, I have another simple recommendation. Go to someone in your sales hallway, may be the person who has the biggest bounce in their step or it could be your sales manager and ask what they have that they can lend to you. I can almost guarantee they’ll have something that you can benefit from.

Read, listen, consume. It will give you the boost you need, just like the athlete who needs more water or protein. Those who do this are some of the best in their respective games.

By Dave Doetsch – Director of Sales, Mid-West Family Broadcasting Springfield IL

Sales Training