Using sales training to improve your bottom line with Jeremy Miner

When you improve sales training, you improve your bottom line. But what kind of changes should you make, and what results can you expect? Host Evan Hackel sits down with Jeremy Miner, sales training expert and CEO of 7th Level, to explore these questions and more in this episode of the Training Unleashed podcast. Continuous Training Jeremy asks, “Is training something that you did, or is it something that you do?” Please take a moment to think about that question. Jeremy is telling us that if you want to sell more, you need to do sales training continually. Top athletes and sports teams don’t only train when they’re young or just starting out. They train every day. And if you want your organization to succeed, you need to do that too. One Big Hidden Impediment to Selling More Today Post-pandemic, your customers are more cautious and skeptical about making the wrong buying decisions. Your salespeople need to address that fear. There is More Clutter to Cut Through than Ever Before Checking email, for many people, is the first thing they do in the morning—even before they get out of bed or walk down the hall. When they drive to work, they hear ads on the radio and drive past billboards. And at the end of the day before they go to bed, they look at Facebook and other social platforms. If you can't find a way to cut through all that clutter and deliver your sales message, you are simply not going to sell more. Sales Training Needs to Be Virtual Jeremy points out that kids do not learn to ride bicycles by attending seminars. They learn to ride bikes by riding bikes! In a similar way, if sales professionals are selling virtually, then sales training needs to be virtual and based on real-world experiences of selling to people. Jeremy told Evan, “If you want to continually hone your skills and actually learn how to apply them, you want to continually hone those skills in virtual sales training every single day.” Why the First Few Seconds of a Sales Call Are Critically Important Jeremy says that if a salesperson is only fixated on making a commission, that salesperson develops what he calls “salesperson’s breath,” which can be smelled 100 feet away. And when prospects are confronted with a salesperson who has entered that state, they immediately go into a fight or flight state and cannot be sold to. Curiously, this can happen when salespeople become too excited about their products. Today, are we learning that if you don’t want to scare your prospects away, you need a calmer approach in which you come across as calmer and more unbiased. Learn more about your ad choices. Visit megaphone.fm/adchoices