Sales professionals who lose track of the fundamental tasks involved in selling don’t perform as well, so we’ve created the TSE Certified Sales Training Program to help sellers stay focused on what’s important.
Sales includes many tedious tasks that, done together, help sellers be successful. The TSE Certified Sales Training Program focuses on fundamentals because we want to help you be proficient at selling.
Golf demands precision. Small adjustments to your club or your stance can completely change your swing and where the ball lands.
It’s a tedious game, and the professionals who play it every day practice the same shots over and over to become proficient at it. If they don’t practice it repeatedly, they won’t perform well on the course. [03:19]
TSE’s Certified Sales Training Program intends to do the same thing for sellers. Our goal is to help sellers focus on the small, fundamental tasks on their way to becoming proficient.
I spoke to a VP of a major organization about fundamentals and why we miss them sometimes; things like prospecting, asking the right questions, building rapport, listening, building value, and closing.
I’ve come across many people who are experienced sellers that suddenly clam up and struggle to do things like prospecting. Fear paralyzes them and their pipelines dry up as a result. [04:02]
I typically discover that they never truly understood the fundamentals, so when they started to struggle, it wrecked their confidence.
The TSE Certified Sales Training Program is different than anything we’ve offered in the past. It’s 12-weeks long, and it’s broken up by month. Each month, we tackle the core struggles sellers face.
The first month addresses prospecting. The second deals with building value. The third area is conversion or closing.
Each month includes four modules and each module includes 30 minutes worth of video. After you watch the videos, you can engage with the coaching groups to address what you learned.
At the end of the week, you apply the principles you learned, and test the results. We include role-playing and shared experiences.
At the end of the entire course, you’re certified. Now you can go and share what you’ve learned with others in your organization.
We’re launching a Beta test of the program and we’re inviting about 20-25 people to participate with us. They’ll help us work out the kinks before we publicly launch the program.
If you’re looking to improve your own fundamentals, role play is an important tool. Even if you’ve been selling for a long time, role-playing helps you improve your interactions with customers.
A recent guest on the podcast shared that his company shares information among all the team members, tests new ideas, and then evaluates to see how successful it was.
When they stumble upon a successful idea, they apply the new concept to their own process. They role play and practice it because they realize that you can always improve and you can always learn. [07:50]
Listening to this podcast is a great way to continue to learn about sales. In addition, you should engage in personal sales study of your own.
In the case of TSE, we can’t always discuss concepts in depth because we have a limited amount of time. Consider listening to audiobooks as a way to expand your knowledge base. If you don’t already have Audible, take advantage of the 30-day free offer available to the TSE audience to listen to books while you do other things.
If you prefer, you can use Overdrive in conjunction with the public library to get access to free audiobooks.
Either way, invest 30 minutes each day to increase your knowledge and capabilities on your way to being a more effective seller. [09:05]
Practice what you learn.
Try all the things you role played and read about and then be intentional to implement new ideas into your process. Practice them to see what kind of results you get.
We’re excited to share the new program with you, and we’d love to talk to you if you or your team are interested in joining us.
If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.
This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same.
Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.
This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out.
You’ll receive real-time alerts anyone opens an email or clicks a link.
I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.
How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that!
Make it personal.
Emails are great but, especially if it’s a cold one, they can’t even see you. Who knows if there was a human being behind those electronic words. So figure out a way to make a personal connection by speaking with your prospect. Pick up the phone and chat with them. Then be consistent.
Follow a process and take action.
Figure out the best thing to reach them besides sending an email. It could be seeking a referral or simply picking up the phone. Again, be consistent.
Try different approaches.
Try out multiple approaches. You could initially send an email and then make that phone call. Follow it up on social media via Twitter, LinkedIn, Instagram, or Facebook. Regardless, you have to take action. Again and again and again, be consistent.
It takes time and effort.
Building relationships take time and creativity. Great salespeople have a belief stronger than their resistance. A rejection now may no longer be the same next week. Be willing to open your mouth and take action.
Today’s Major Takeaway:
What are you doing right now to make something happen? Take action. Be consistent. Make it a habit and you will see positive results.
Essentialism by Greg McKeown
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