This Is How To Make Your Sales Training Deeper And More Powerful
Owning a small business throughout the years has led me to figure out the profitability of casual training with my staff. The upside is that this training tends to have a much more powerful impact, and integrates itself into the minds and practices of my workers. The casual, relaxed atmosphere goes a long way toward making people accept the information more easily.
For example, I’ll often have 2 or 3 members to my home on a weekend evening for a relaxed barbecue on the deck. After the meal I’ll pour another round of beverages and invite everyone to grab a chair around the fire pit that is a centerpiece of our landscape. It’s one of those stone fire pits that rises about two feet off of the ground.
Ahead of time I’ve placed some wet wood in the fire pit along with some damp newspaper that I know won’t light easily, if at all. After we are all around the fire, I could ask one of the members to attempt to light it. Once they futilely attempt to light the fire a few times and only managing to burn a bit of paper, I will then get my point across.
That’s when I mention, “The fire pit appears to have a concern. “Performing is something that it appears it can’t do. To try to stimulate talk about profit and talk regarding the importance of buying good products from suppliers, I will ask, “How would it effect us if we try and sell products which won’t preform correctly?”|I’ll ask my staff what it would be like if they had to sell something that, similarly, would not perform according to their expectations. That typically leads to a very interesting and open discussion about the kinds of products we sell. Namely, the fact that we should sell only the best products that our suppliers offer. That’s when they start to understand the reasons behind my refusal to sell lower-end products.
The sales reps are not the only people who get a bad reputation. The company will suffer to boot. One lesson offered over an inoperable fire pit subtly solidifies their concept of sales which in turn allows them to understand that paying a bit more for a product can in turn increase profit. After the point is driven home, I remove the damp newspaper and wet wood and replace it with the right dry goods. The flame soon lights up as soon as the proper materials are in place. After a while, the conversation will start ambling away from business topics again. That’s when I’ll move behind the employee who made the decision to sit in the rolling chair. A little at a time, I’ll roll them closer and closer to the fire pits.
At first, everyone will laugh a little, but soon the whole group – as well as the poor soul in the chair – start feeling nervous. Following an apology, I might get them away from it. The second moral is presented shortly after; “It’s nice to have a fire, but if someone pushes you towards it too much, you will move away. “There is no difference between being pushy with someone at a fire pit and being pushy with a sale.” Obviously, this sparks another concerted chat about sales. We all enjoy ourselves and that builds a healthier work environment. In addition, they leave with a better grasp of what I’m looking for from my sales staff. I have notably seen that these little casual weekend barbecues not only increases their sales figures, but allowed them to build confidence in their own work.
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