While the world’s main sales training companies are making massive profits training new and existing call centre’s and business development managers, they seem to be lacking producing any substantial results for their students.

Knowing what I know now from my extensive experience of over 15 years in the sales industry and having gone through many live training programs, and read many books and have been through many great self-study courses from the likes of Nightingale Conant my favourite online course shop for personal and business development. The results from using the techniques you learn work quite well, and it’s often dependent on the personality of the individual as to how effective they are.

Many of the sales programs taught over time have been high pressure techniques and the typcial scenario that selling is a “numbers game”, especially to telemarketers and cold callers, however this just doesn’t work in today’s marketplace, due to the aggressive way they come across, surprisingly even if the person calling is very polite and happy on the phone.

This stigma of a telemarketer stereotype, has really stuck with salespeople all over the world and has made it very tough for the modern day salesperson. That’s what got me interested in finding an alternative sales training company back in 2004. I found a company by the name of Unlock The Game, and it teaches a refreshingly new and extremely relatable style to connect with prospects based on getting to the truth, rather than pushing for a sale… Wow, what a relief!

You see, many of the sales training companies that exist today, were initially conceptualized back in the day of the high-pressure salesman, you know the ones that used to go door to door and try and make the first thing that came out of their prospects mouth to be a “Yes” so the sale would move forward in a positive way?

This style has since died a very strangled death, along with the high pressure telesales techniques that still exist to this day. It has caused a whole lot of confusion across the board for salespeople, because they don’t like how to sell the high-pressure way, but at the same time cannot work out an alternative way to sell that takes the pressure out of the process.

This dilemma has caused the old style of selling to remain, and it makes it extremely uncomfortable for both salespeople and the recipient of the calls. The awkward silences, abrupt responses from prospects who are sick and tired of repeated prospecting and quite “obvious” calls to sell them something both over the phone and door to door has caused a sales resistance epidemic.

Cold call reluctance in salespeople is higher than ever, and sales resistance and call shut down is also at it’s extreme in those receiving such calls.

No matter what the sales training companies do for training, and I believe they are moving away from traditional sales ideas and attempting to promote and teach “low-pressure” approaches, which is a grand idea but none the less, their methods still have a “hidden agenda” to make a sale and that causes the prospect receiving the call to be sceptical and shut the call down a lot of the time.

Pain is a word that I hear quite often from sales people, because they just don’t know the answer for going out there and reaching their KPI’s required to successfully make their jobs viable. A lot of the time it’s a mixture of marketing, word of mouth referral and inbound sales calls that the more experienced and successful salespeople utilise. But this still doesn’t make the life of the new salesperson who is just starting out in their sales career.

So what would my suggestion be for a new salesperson starting be?

Find yourself a good coach and self-study program, that is unique and guaranteed to work such as Unlock The Game. Their website also has a free test drive that offers articles, audio and tips to help with a completely new mindset on the sales thinking process before you even make a sales call.

If you can learn this process and new mindset that basically in a nutshell, teaches you how to take any assumption away from pre-empting that you will make a sale, and refocuses the sales person to have a two-way conversation around the truth of their situation.

Now you may be thinking, “oh this sounds like such and such a program”, and that’s a completely natural thing to think. But be warned, it’s like nothing you’ve ever seen or heard of before, it may sound similar, but the mindset is completely unique and I highly recommend at least taking the free test drive and if you like what you hear, jump onboard the fully guaranteed program and trial it for 15 days.

I was game to try it back in 2004 and was so surprised to have the founder Ari Galper, who lived in the US at the time, call me from California (I live in Australia) just to welcome and thank me for trying it. Now that instils confidence right from the start, after my very first online purchase and wondering if this program and the money I’m investing on it will be worth it. I very quickly found out that Unlock The Game is one of the most reputable sales training companies for making initial contact with both cold leads and inbound enquiries and has really helped me out.

One of the main points that helped me make my decision was the thousands of testimonials from all around the world, which proves it works for sales from all countries and all industries.

I hope my ideas around sales training companies have helped you and that you’ve gained a whole new perspective and outlook on training yourself and or, your sales staff.