Why is Chinese-style sales staff training always making our lovely sales people mostly in this state of training? Excited by the day before yesterday, I want to move the next day, and I don’t move on the third day. What is the reason for this?
How do different companies and sales personnel at different levels train the sales personnel on the right medicine? How do you make it interesting, useful, and effective?
A small misunderstanding about training has been entangled with me for several years: when training is reflected, the effect of training will be good? But be clear, if the trainer always responds badly during the training, what is the future of the trainer? For the atmosphere of the scene and for the satisfaction of the company, the trainer is basically immersed in the training process: case, experience, story, game, interaction, slogan and some professional knowledge training or summary. In such a training course, what did you learn, how much knowledge can be used, no one thinks. The enterprise training organization department either blames "the non-human being found", the trainer is unqualified; or complains that the sales staff has poor learning ability and cannot apply what they have learned.
In fact, when the lecturer is doing sales training, he must fully understand the trainees beforehand, grasp their needs, know their shortcomings, and cannot pack themselves as "stars" and get rid of the masses. In this way, it seems that it is to force one-sided, limited knowledge and experience to the students who are seeking knowledge. A trainer must be a consultant. If the needs of a training union cannot be grasped, they will know that according to their own lectures, they will instill their own experience according to their own routines, no matter how passionate they are at the time. Intense, it is inevitable to leave a "happy and empty" regret afterwards.
According to the analysis of physiological experts: the human brain is divided into two hemispheres, the left brain and the right brain. The right brain produces a perceptual and intuitive understanding, and the left brain is a rational logic. The right brain is very easy to produce good and evil to the problem, but the left brain must pass a process of analysis, induction and other logical thinking. The understanding of things requires a time phase. Therefore, during the training, the trainer must create stories, cases, interactions, games, etc., in order to be able to influence or feel good in the right brain of the students, to impress the students, get a good review, as for the students to learn After the application effect, it is the students themselves.
The right brain of the person is aimed at emotions. The so-called fuzzy consciousness, perceptual thinking, excitement, impulsiveness, and enthusiasm are all dominated by the right brain. This is why many sales people are excited, then impulsive, and lazy in the process of receiving training. The human left brain considers the needs, interests, logical reasoning, and rational thinking. The so-called thoughtful and objective evaluations are masterpieces from the left brain. This is also the fact that many sales staff who blame the company's choice after training for a few days do not understand their needs. The training is a “flicker expertâ€, a farce in the performance through repeated applause, tears, hugs, shouts, storytelling, etc. Nothing.
In fact, the total score of the sales staff should be divided into two categories: one is about the training of personality transformation project; the other is about sales skills or management improvement! Why are you divided into two types of training? The doctrine advocated by many successful and potential masters is actually a project to transform people's character. This project has a long way to go, and it is not a one-and-a-half-time increase in sales. Because personality is difficult to change, it can be said that it is determined by the nature of Li Yunlong. His leadership is merely to punish him. He has never tried to change his character. The attempt to change the meaning will be "harmful talents." Or "in vain." Why do many people who succeed in learning are difficult to succeed and or are difficult to sell, and some are neurotic. Therefore, if the sales personnel are trained in successful studies and potential studies, it is better to target those salesmen who have just entered the job, giving them an ideal and an illusion to strengthen their will and determination and adjust their faces. Confidence in sudden difficulties, but must be combined with systematic sales skills, and mainly based on this.
For those salespeople who have been through the field, if they want to change their personality through training, or change their mentality or character through training, it is simply playing the piano. For such sales people, where should the training start? Institutions, processes, techniques, mentality, etc., are commonplace for them. Retraining is still the same. It is still routinely based on its own experience and common sense, but in the face of thorny problems beyond its ability, often Incapable of doing things, making deviant behaviors, the tricks of "abandoning the abduction" will be used. As long as the task can be completed, it will not care about the customer's complaints or complaints. It will not care about the criticism of the company's leaders, and still go its own way. Actually? They also have pains in their hearts. With the conventional methods, they can't complete the task indicators issued by the company, but they are struggling to find a good policy to change this situation. Therefore, they are more likely to share, learn, and improve themselves with the sales experience that they can resonate with themselves. Therefore, in the face of such sales personnel, the training teachers must have strong practical ability. Before they can make training, they must communicate with them and understand their real needs. Only then can they solve the problem and provide them with strategies or methods to solve problems. Effective training.
Therefore, the training teacher should not design a qualitative courseware before any training. You can not use your own fixed courseware content or ideas to fool around and misunderstand the children. The training teacher must go into the training object before training. Don't be as proud and proud as a star. Don't forget that once you get rid of the "human fireworks", it will be difficult to connect theory with reality, it will be difficult to clarify them. The demand will make it difficult to create effective courses. After all, practice is the standard for testing truth. The trainer must be a doctor or consultant in a trainer, and the training will be carried out in order to make a sound.
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