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SALES TRAINING FAQ

You have questions about sales training. Wolfgang Franke has answers

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Q:  What sets your sales training apart from competing programs?

A:  Most competing sales training programs are based on a system and the objective of the training is to train someone to apply that system.  I think this is limiting because it is top-down training, meaning the system is applied to the sales recipient.   I have found that better results are achieved when the process is reversed. 

This means the starting point is the recipient of the sales training.  How much experience do they have?  What are their strengths and weaknesses? 

Give me two people to train and I guarantee they will have different needs and abilities and no single system is going to answer their needs.


Q:  What’s different about the actual sales training session?

A:  The heavy emphasis on role playing, which I have found is far more effective than “classroom” learning, where a teacher speaks and the students listen.  Extensive research has proven that interactive learning, with constant interaction between the teacher and student, leads to higher retention of what is being taught.


Q: Do you believe that anyone can be an effective sales rep?

A: No, although many companies make the mistake of assuming that any employee can be moved into a sales role.   A tiny minority of individuals are “natural born” sellers who can make a sale without any previous sales training. Typically, these individuals fall into two groups:

  • Ultra aggressive: fearless and relentless in the pursuit of a sale
  • Totally charming: also relentless, but achieve results by being silky smooth and instantly likeable

Q: Why do so many sales reps fail?

A:  They are in the wrong roles or, more precisely, they are not where they should be in the sales cycle.  Some sales reps are effective at the start of the sales cycle (finding and approaching the prospect).  These are hunters and they get a thrill out of the hunt.  But they are disinterested in the final step of the sales cycle (closing the deal). That’s the job of the farmers, who are not suited to the hunting process, but get satisfaction in handling all the details and (very important) cross selling and upselling the prospect.


Q:  Is it really necessary to have "farmers"?

A:  Yes, a mix of hunters and farmers will yield better results than a team made up entirely of hunters or farmers.


Q:  Will you make recommendations if you find that a sales rep is not in the right position?

A:  Absolutely.  Instead of clinging to the idea that my system will turn any under performing sales rep into a top producer, I look at what should be done to maximize the potential of that person.  Does it just take some skill development?  Or does it mean changing a farmer into a hunter?  There is no one-size-fits-all solution.


Q:  Are you suggesting that every sales training program you deliver is customized to meet the specific needs of the recipient?

A: Yes.  While the goal is always the same (realize the full potential of the sales rep) how we get to that goal depends on the interaction between the trainer and the recipient of the training. Put simply, this means that no two sales recipients will get the same training. 


Q: How long does it take to see a difference in sales performance?

A:  We have had situations where an experienced sales rep received training on a particular technique, applied that technique the next day and achieved a sale that he would otherwise have not obtained. This is not the norm, but it can happen with an experienced sale representative. New sales reps typically need a lot of practice before they can go out and effectively apply what they have learned.


Q:  Do you have sales modules?

A: Yes, we have sales modules to address specific sales functions, i.e. selling on the phone, and part of the customization process includes selecting the right modules for the individuals who are getting the sales training.


Q: Do you do both individual and group sales training?

A:  Yes.  Group training offers the opportunity for interaction between reps, which is often (but not always) helpful.   For best results, group sales training should be followed by some one-on-one training that addresses the specific needs and skills of each sales representative.


Call today for a free introductory consultation on your sales training needs

Not sure what sales training company is right for your business?  Contact us to arrange a free introductory consultation.  It’s the best way to see why so many businesses small and large are sold on the sales training offered by Wolfgang Franke.