Sales Training Techniques

Sales Training Tipss

Sales Training Techniques

Last night, I met some of my students for the first time at the university. I invited them to share their “million dollar ideas” (insights into the topics we discussed), and a student named Selma spoke up. She believes that sales people should see themselves as companies, selling their skills to their employers. She feels this concept can make a tremendous difference in the way sales people feel about themselves and their work.

She explained, "If you think of yourself as a company that sells its product to your employer, you suddenly elevate your status to someone of value in the workplace. You become a commodity that is indispensable." When Selma saw the understanding in her classmates’ eyes, she continued. “With this new perspective, you suddenly realize that you are no longer dependent on the job. The job is dependent on you. This realization can have a powerful impact on your self-esteem and help you feel like a worthwhile contributor to your company’s success. With this new attitude, you will see that being a sales person has dignity of its own.”

Enrico, who sat beside Selma and had been quiet all evening, joined in the conversation. He agreed that once you start feeling more powerful and in control, “you can choose to leave a job and market your skills to the company of your choice. You will always have the tools to be successful, for they reside in you. We as sales people can expand on this concept and create portfolios and websites so that we can professionally market ourselves as commodities to companies. These positive attitudes will help us enjoy work and become even more productive sales people.”

I listened as each student discovered these revelations. I could see their faces change as they realized they could provide worthwhile skills for their employers.

Seeing yourself as an organization will help you achieve higher goals of productivity and success. We are all in sales, and the sooner we see that sales people are valuable, our self-respect will increase. With this changed self-image, we will become highly productive and enjoy our jobs even more. In sales, you too can have dignity and value in the workplace. So look in the mirror and see yourself for what you are -- a skilled and marketable commodity!

Author: James A. (Jim) Baker
James A. Baker is the Chairman and Founder of Baker Communications. Baker is a sales training and development company specializing in helping client companies increase their sales and profits. He can be reached at 713-627-7700 or jim.baker@bakercommunications.com.