Change Takes Time

I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled.

Unfortunately, not all of the reps kept it up. Within weeks, some of the rep's sales had slipped back to their original level. Another listening survey showed the cause. Each of the reps whose sales were down had slipped back into their old way of operating. It was as if a giant rubber band had been stretched during training, and now it was returning to its original size. Should we be surprised? I'm not. For years these reps had been trained to operate in a lecture mode. They read scripts and gave the same pitch to every caller. Now we were asking them to change, and change takes time.

So what do you do? Forget training? No, but you may want to think about the steps that must follow a training program to make it stick. These can include email reminders, peer coaching, and manager mentoring. In this case, we are adding audio 'mini-seminars' to the mix. Each rep will be encouraged to call into a voice mailbox for a short refresher on the subject they need help on. Each 10 minute message will give them tips and examples designed to overcome their area of weakness.

Whether you are offering training for your team or simply taking a training program yourself, recognize that old habits die hard. Build a reinforcement regiment to turn that training into practice and the practice into habit over 30, 60 or 90 days. Just like planting a garden, putting the seeds in the ground is only the first step to a bountiful harvest.

For a free copy of "How to Get Dramatic Results From Training", please email article12@waterhousegroup.com and ask for article #12.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

---

7 Phrases You Cant Say in Sales

7 Phrases You Can't Say in Sales (Because They Will... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

One Simple Persuasion Secret That Will Blow The Roof Off Your Sales

The next time you're shopping for clothes in a department... Read More

Is the Sales Funnel Dead?

Think about it. If only it was as easy as... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time,... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

Three Types of Salespeople

"There are three kinds of salespeople; those who make things... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

How to Build Rapport in 7 Seconds!

I had my first official sales training by a man... Read More

Sharpening Your Sales Skills

Making a living in sales can be very rewarding, however,... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks... Read More

The Top 10 Powerful Tools for Growing Sales Through Creating Connection

Your mission as a business owner is to develop a... Read More

Nine Common Mistakes Salespeople Make

1. They talk instead of LISTEN. Too many salespeople monopolize... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More