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We analyzed 10 randomly chosen training course (with the help of Google’ search rankings to guide us).
The biggest words are the ones mentioned most frequently by the sale training providers in their course outlines. We sought to interpret the sales training word cloud by means of answering the following questions. Surprisingly many courses fail to distinguish between B2B and B2C, or the long and complex versus the relatively simple sale. It is clear that they are focused on sales techniques, objections, rapport, process, and so on. Take a look at the list – how many of the terms shown are new, that is to say were not there 5, 10 or even 20 years ago? While so much else has changed – markets, customers, and technology – sales training has not.
We wanted a better understanding the Buyer's process from a business unit perspective (ie not just Procurement). I provide support and sales training to small and medium size businesses and individuals by building an effective, simple and proven systematic sales process that is scalable, sustainable and sane.
With this structure and guidance, sales teams and individual sales professionals move prospects to customers, existing accounts to growth and marginal accounts to improved profitability with consistent and measurable results. When reading memos or internal documents, underline or highlight business terms that are unfamiliar to you.


A half day module for planning could have the following agenda:From this point the training developer can easily create good interactive content for the customer based on the objectives and the flow of the agenda. The materials developed – participant workbooks, facilitator guides, slides, role plays and case studies, etc.
This entry was written by John, posted on March 23, 2012 at 4:38 pm, filed under Sales Process, Training and tagged culture, sales competencies, training needs analysis. Whatever the reason is – it is your job to find the customer’s pain and help take it away. Too many sales people just pitch their product without understanding where their customer is coming from. This outdated sales technique is sure to get you the brush off. To use this technique effectively, you not only have to be an expert in your field, but also take the time to probe and understand your customer before positioning your product. Do this and you will close more sales. Sales Tips – Question The QuestionsIn sales we often get asked the same question over and over again by our prospects.
If you have sales questions or sales strategies you'd like to discuss, please fill in the form below. Well, to start you thinking, we did a little analysis of what is available in the marketplace.
Or to be more precise Wordle did the analysis for us – we simply copied the text from the outlines and popped it into the clever tool for building a word cloud showing the most commonly used words. If you are involved in B2B sales then you could end up sitting through a training course that will be off little relevance to your customers.


That is all good stuff, but if you were to be critical you could say that these topics give the impression that sales sounds a lot like something that is done to, rather than with a customer, or prospect. Take the time to look these terms up in a dictionary or ask someone to explain them to you. When you avoid the sales pitch and make a professional sales presentation that addresses the pain points – you close deals! However, by understanding the pain points you can be the customer’s advocate, offering solutions that solve their problems. So, what does the analysis tell us and more importantly how can it help you in picking your next sales training programme? The program is suitable for people who are relatively new to selling, as well as more experienced people who wish to refresh their basic skills. Once you have done this, you can tailor your presentation to accommodate your client’s needs and position your product in a way that takes away their pain.



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