Sales Training Course - Be Seen As The Expert In Your Field

I am a firm believer that proper marketing is a sales professionals best friend

. This holds true for both telesales training and any standard sales training course. The effect of proper marketing is it brings in quality leads. Quality leads are so much easier to sell. Marketing for a sales training program needs to focus on the sales professional him or herself not the product. When done properly the marketing is actually extremely inexpensive. Do yourself a favor and read the entire article before making up your mind.

The fact is, especially in the context of consultative selling, proper marketing helps a sales professional to conserve his or her most precious asset. That precious asset is time. Time management should be taught in every sales training program simply because a professional salesperson can avoid so much wasted time dealing with prospects that are not a good match. Be honest here, you know how it is, when sales are down we sales professionals always attempt to force the square peg into the round hole. In other words, instead of working with clients that are a good fit for us we chase after prospects that are major time wasters who are never going to buy.

Especially when working at telesales, all this accomplishes is frustration and excess work for us. To top it off, we end up with upset customers who complain and take up way too much of your time. Believe me, I have been there and I know all about it.

Then what is the solution? The solution which should be taught in all sales training programs is quite simple. When marketing as a sales professional you need to follow a certain framework. The problem is, most sales courses teach mistakenly that a sales professional should advertise his or her product or service. The correct way of marketing is to strategically position or market yourself as an expert.

Let me explain. First of all, quality prospects always seek out the expert in the field. Secondly, when you are perceived as an expert, you will find it so much easier to persuade people. The prospects will come to you to take your advice. The prospects are often already pre sold on whatever your suggestions entail. Simply due to the fact that you are considered an expert in the field.

The question arises: How do you become an expert? The fastest and simplest way to be recognized as an expert is to advertise your credentials. By credentials I mean, the years you have been in your industry, the awards you have won, organizations you belong to, certifications you hold. All of these are social proof that other people believe you are an expert and have denoted you as such. This proof is nearly as important as testimonials. Especially in today's world where testimonials can be spoofed so easily.

I would recommend taking it a step further... I recommend doing all of the above and becoming an expert author. No I am not saying to write a book, although that definitely helps. I am going to give you the easiest and least painful way to become an expert. Nothing says expert to your prospects more than having expert author listed in your bio. Becoming an expert author is much easier than you would think.

The easiest way to become an expert author is to write an article about your industry and submit it to EzineArticles. Then when you send information out to a prospect you can give them a link to your article or even print it out and include the title expert author on all of your promotional material.

by: Ryan Camana

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