{"id":16736,"date":"2024-01-14T08:42:20","date_gmt":"2024-01-14T08:42:20","guid":{"rendered":"https:\/\/thebusinessculture.co.uk\/hey\/?post_type=know-how&#038;p=16736"},"modified":"2024-01-14T08:46:28","modified_gmt":"2024-01-14T08:46:28","slug":"less-than-1-in-10","status":"publish","type":"know-how","link":"https:\/\/thebusinessculture.co.uk\/hey\/know-how\/less-than-1-in-10\/","title":{"rendered":"Less than 1 in 10!"},"content":{"rendered":"<p><strong>Less than ONE IN TEN <\/strong><\/p>\n<p><strong>Staggering but true, less than one in ten business owners have taken ANY kind of sales training. \u00a0Can you imagine driving an HGV lorry without a single lesson AND being blindfolded?\u00a0 <\/strong><\/p>\n<p><strong>\u201cNot the same thing Lawrence,\u201d I hear you SHOUT.\u00a0\u00a0\u00a0 Kind of is \u2013 it\u2019s never gonna end well.\u00a0 <\/strong><\/p>\n<p><strong>I once trained a sales force built mainly from the business\u2019 van drivers (without any formal sales training), no wonder they were losing money, the sales force caved when customers asked for a cheaper price.\u00a0 The business was basically paying customers to buy from them.<\/strong><\/p>\n<p><strong>Imagine your turnover right now, go look at your figures if need be. That\u2019s what you\u2019ve done without training, well done you.\u00a0 Now double, even triple it. Seriously \u2013 that\u2019s what you\u2019re losing. <\/strong><\/p>\n<p><strong>\u00a0<\/strong><\/p>\n<p><strong>So why the reluctance to invest in sales training? <\/strong><\/p>\n<p><strong>That very question was asked at a recent business club event \u2013 here\u2019s the reasons. <\/strong><\/p>\n<p><strong>Sales trainers want to turn everyone into sales people.<\/strong><\/p>\n<p><strong>The cost \u2013 it\u2019s expensive.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 <\/strong><\/p>\n<p><strong>The risk \u2013 what if it doesn\u2019t work? <\/strong><\/p>\n<p><strong>The sales courses (and trainer) don\u2019t fit my business or style. <\/strong><\/p>\n<p><strong>YOU have to \u2018fit in\u2019 with the \u2018old-style\u2019 sales course material.<\/strong><\/p>\n<p><strong>\u00a0<\/strong><\/p>\n<p><strong>AND there was me expecting the answers would be ALL ABOUT costs.\u00a0 <\/strong><\/p>\n<p><strong>So let me explain what I do \u2013 and then decide if this might fit your needs. <\/strong><\/p>\n<ul>\n<li><strong>It\u2019s all about you and your team. I do NOT have a one size fits all mentality or approach to sales training. \u00a0Working with so many businesses and industries (as a salesman AND a trainer) there are ideas and concepts I have taken from them all and built a diverse way of looking at sales.\u00a0 I look at your business and work out how best to boost your sales conversions.\u00a0 <\/strong><\/li>\n<li><strong>I do not want \u2018mini-me\u2019s\u2019 running around the business world trying to emulate me as a sales person. (It\u2019d be rather difficult to get the accent right). I want to help you be you and get comfortable with a new set of skills designed to influence and encourage more prospects to sign up. <\/strong><\/li>\n<li><strong>It shouldn\u2019t be expensive (and stop looking at the cost \u2013 it\u2019s deducible), it ought to be a % of the growth it brings. I work out your average order value, work out the numbers you currently bring in (you and\/or the team) then decide how much more you want to bring in. Then I can tell you what % my fee is going to be. \u00a0For example \u2013 If I can help you bring in an extra \u00a3100,000 pa \u2013 is it worth 10-15% of that increase?\u00a0 Basically \u2013 a good sales trainer ought to pay for him\/her self.\u00a0 If I cannot do what I say I can \u2013 I don\u2019t deserve your money anyway.\u00a0 \u00a0\u00a0<\/strong><\/li>\n<li><strong>Old fashioned, cheesy, car and window sales trainers really do rub people the wrong way \u2013 They really do think there is only one way to sell schtuff. I am neither of those things.\u00a0 A good sales person will be able to build rapport with everyone.\u00a0 I am a people person and love to help. So in the very unlikely case we don\u2019t get along \u2013 I won\u2019t force you to hire me.\u00a0 <\/strong><\/li>\n<li><strong>My sales style fit\u2019s every business I have helped because I don\u2019t focus on the products or the service \u2013 people buy from people and I focus on the people side of sales. You cannot influence an insurance policy, but you can influence people.\u00a0 Here\u2019s an old saying from a good friend of mine \u2013 he used to sell motorbikes.\u00a0 \u201cThere\u2019s an arse for every saddle Lawrence\u201d.\u00a0 What he meant was \u2013 someone somewhere wants what you\u2019re selling \u2013 you just have to find and influence them into parting with their hard earned money. <\/strong><\/li>\n<li><strong>\u201cWhat if it doesn\u2019t work?\u201d I hear you ask. <\/strong><\/li>\n<\/ul>\n<p><strong>Well, it will, I still sell to this day (I make too much money not to sell). I understand today\u2019s market, people\u2019s buying considerations and their need to justify more than ever what they\u2019re spending.\u00a0 But, here\u2019s the risk reversal, I will keep working with you (for free) until we do get the magic numbers we agreed.\u00a0 Ultimately \u2013 the risk of working with SMOSNET is mine alone.\u00a0 AND if that doesn\u2019t work \u2013 we simply find another solution \u2013 I have hundreds of em.\u00a0 <\/strong><\/p>\n<p><strong>\u00a0<\/strong><\/p>\n<p><strong>I offer a free 30-minute session to fix your greatest sales challenge.\u00a0 I don\u2019t do that just cos I\u2019m nice.\u00a0 That is designed to help people understand what I do and allow them to see if working with me is something they can visualise.\u00a0 Lets be honest, you\u2019re never going to fix your entire sales process in 30 minutes, there are too many variables, but I can pinpoint (and fix) where you need to focus first.\u00a0 Then you can talk to me about fixing the rest.\u00a0 Two things:- 1) you know that I can do what I say. 2) you know I\u2019m worth the figure I\u2019m going to hit you with (smiley face)\u00a0 <\/strong><\/p>\n<p><strong>\u00a0<\/strong><\/p>\n<p><strong>So I hope this clarifies where I stand on the whole sales training issue.\u00a0 I\u2019d be very interested to hear if it resonates with you. DM me, give me your feedback.\u00a0 <\/strong><\/p>\n<p><strong>Until we meet next \u2013 thanks for reading.\u00a0 \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Less than ONE IN TEN Staggering but true, less than one in ten business owners have taken ANY kind of sales training. \u00a0Can you imagine driving an HGV lorry without a single","protected":false},"author":12313326,"featured_media":16741,"template":"","know_how_category":[],"class_list":["post-16736","know-how","type-know-how","status-publish","has-post-thumbnail","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how\/16736","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how"}],"about":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/types\/know-how"}],"author":[{"embeddable":true,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/users\/12313326"}],"version-history":[{"count":4,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how\/16736\/revisions"}],"predecessor-version":[{"id":16740,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know-how\/16736\/revisions\/16740"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/media\/16741"}],"wp:attachment":[{"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/media?parent=16736"}],"wp:term":[{"taxonomy":"know_how_category","embeddable":true,"href":"https:\/\/thebusinessculture.co.uk\/hey\/wp-json\/wp\/v2\/know_how_category?post=16736"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}