Sales Training Techniques Are Not Enough

Sales training techniques are not enough.

I've debated about this issue since the day I got exposed to Newsell. My thought about sales training and how it is not enough to equip a new salesperson was changed from that day on. How can it be enough when most of the training was mere 'sales teaching'?

Yup. Sales teaching ...

And it ends the minute a teaching session is over.

I came across an article today that echoes my view. The report was right to point out an essential aspect of training for sales which sales trainer rarely touch - thinking. But, if you're familiar with Newsell, you know that thinking skill is one of the 'Software of the Brain' that you need to install.

Or in plain words - you need to learn how to think.

Whatever thinking skills you've employed, they have successfully brought you to your current position. If you want to move ahead, move above or beyond, then you need a different set of thinking skills - skills that you won't quickly get by trial-and-error.

But that's a subject for another day.

For now, give this article a quick read (just take 3 to 5 minutes): Should sales training emphasizes sales technique or thinking.