Students of the Sales Training Institute will learn to:

• Generate increased top line sales training revenue through sales skills development
• Learn to close more sales in a sales consultative approach by becoming business consultants
• Create better margins for sales training efforts while learning effective probing, supporting and closing skills
• Lower sales operating costs by increasing effective sales interviewing skills by quickly following up on sales leads
• Develop stronger telephone and face to face selling skills through high impact sales training seminars based on extensive in class practice
• Strengthen company’s identification of their strategic sales opportunities
• Design and optimize sales strategies for selling and winning business
• Become more productive at their sales jobs through pre-call planning and better handling
• Implement more effective sales communication skills through effective and efficient time usage in our sales training seminars
• Generate and practice more powerful customer sales presentations training
• Increase sales force training skills and become immediately more productive on their sales jobs
• Be more effective in their sales communications with their internal and external customers
• Apply the skills learned in our sales training seminars while energizing their fellow sales force members  

Nobody would ever accuse an Adam Sandler film of pushing the boundaries of sales excellence but, if you watch closely, there is something you might learn.

We regularly speak to salespeople from all sorts of industries and backgrounds. Regardless of their background one thing remains clear and consistent: the biggest challenge for salespeople is selling to clients who do not have any perceived needs. Many sales authors and thought leaders suggest that this task is impossible. Clearly they haven't spent much time watching the "golf ball whacker guy". Cue the fuzzy scene change...

At the start of Happy Gilmore the central character (after which the movie is named) is a failed wannabe ice hockey player who needs to raise $270,000 quickly to save his Grandma's home. Embarking upon his quest Happy winds up at a golf practice range hustling punters for money. Enter Happy's soon-to-be coach Chubbs Petersen who immediately recognises Happy's talent and sets about convincing him to take up pro golf.

Does Happy want to be a golfer? Not on your life. Is becoming a professional golf player his best shot at saving the day? Absolutely.

So Chubbs resiliently pesters Happy until he agrees to play in the Waterbury Open. And from there everything starts to get a little better for our hero.

So what can this cheap comedy teach struggling sales professionals? A number of things actually: Firstly we should remember that the best sales professionals are very similar to great coaches. They are not satisfied with merely guiding customers to great solutions. Great sellers also understand their job is to identify openings their clients can't currently see and help these customers create a vision to seize the opportunity.

Finally the best sales professionals work to build their resilience. They understand that while working in the early stages of the sales cycle brings a few roadblocks it also offers the best prospects. Great sellers relish the opportunity to help their clients in new and innovative ways.

Good selling... And don't forget to keep watching those cheap comedies; you never know what you might learn!

Source: James Bacon link

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