�^s��'8Y�_X�.�$���8��ir&q�S�+q ˚\�Mx���"ۢ��0��'��0�%�,:�:{85f?m�ED����=��y"z::pw���lF���QBeP��@���^Tys�C�J�'��U��X�ݼf;�IWN���N"#aΐ�:���������8\��l_�Ӆ_Zt���1E�o��&�H��ǭ֩^�RI�C՗�ح>�˔���}̗��L��Q�W{��94����C��.���c�#�m�������B6�,�#��@�6��� *b���֋̣H�4� r��ٿ�f%������E(�q0��&z���L���m��/�[K.��I. INR: 15000. Sales Training Defined: Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. Of all the steps on how to sell cars, this one is extremely valuable to the dealership and the car salesman. That’s why you need to adopt sales training and techniques that are grounded in decades of development yet evolved for the digital age. It's also time to get ready to hand the project off to those in charge of implementation. Discover a new era of sales training. The global market for sales training is approximately $4.6 billion.. 0000009495 00000 n After all, new salespeople who are just starting out can be understandably nervous, and they need some hand-holding when it comes to the very basics of sales training.. For example, if a sales manager supervises 10 salespeople, improving their effectiveness through sales … He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Need a sales team for a startup or a rapidly growing business? 3. Great … It's time to select from the options available. Basic Sales Training Basic sales training for people new to sales, and self employed and small business owners that sell products and services. The study found that multi-day sales training events are essentially a waste of money, as approximately 50 percent of the learning content is forgotten within 5 weeks, much less applied to the sales process. Before presenting the solution, sellers need to ask: Is this the best option for the buyer? You enter by yourself. World-class sales processes aren't built overnight. Topics: Print/Save as PDF. In addition to negotiating the price and terms of the agreement, sellers need to get verbal, written, or public confirmation of the sale. 0000002584 00000 n Study these six phases from the perspective of both sellers and buyers to win more sales and help your organization achieve world-class status: All purchases begin with someone looking for a solution to a problem or seeking possibilities to drive stronger results. However, they are severely mistaken — truly effective sales training requires a much greater investment of resources and time. For instance, a manager finds that Excel spreadsheets can no longer manage the influx of data available. When they reach this phase, buyers have determined they can't live without a solution. 0000001149 00000 n The proof is in the win rate difference. Most of the subsections begin with an Introduction and a How to Use the Section and conclude with a Summary. This template is free to download and use and is specially designed for sales training. Those 13 percentage points can represent hundreds of millions—or even billions—of dollars in sales. Yet most sales training … The importance of sales training is well-documented. Sales Staff Training 3. 13. With more than a dozen in-depth sales ebooks, this site has an impressive repository of all kinds of information sure to benefit you and your team, from breaking down sales targets to understanding buyer behavior. Build on what you know works in your organization. They will consider their options, begin vetting their choices, and evaluate them for feasibility. Recent statistics show how essential a well-trained sales team can be for the bottom-line of your organization. So, creating an employee training plan must be well-organized. ��(��MYA���_�$��KGu��>܀��B,'~�N:T]$�&��[Q�ދ-ni*I?ֻ~��q��U�Ǹ��(hƞ�U[��ܣ�GR8Q^l�:���,�'�*��քi6��LN���W���B�鮦P�I�Fk�a˿e�� 0000008734 00000 n But since then, she hasn’t done any additional training to understand new surgical methods and technologies. This includes our free e-book, ‘100 ways to improve your sales success’ plus articles on sales and selling with hundreds of sales tips and techniques. Get the complete study material, pdf, books syllabus, ppt, courses, question paper, questions and answers. Product and sales training workshops and simulations are just the first step in getting your team up and running. What can you do to level-up your organization and reach the world-class level? 0000001594 00000 n Discover a new era of sales training. Chinese Proverb Combining the increased confidence of sales training with the strategies your sales … 0000052219 00000 n By working collaboratively with sellers, loyal customers can help improve solutions to deliver even greater value. The solution-crafting phase also includes preparing a presentation to showcase the benefits of the solution and writing a proposal. Sales Training. Sales Training has numerous benefits, both for your sales team and company-wide. Sales training can cover a wide array of topics, ranging from key sales skills, to the sales process or methodology, to product training, to effective use of sales or sales enablement tools.The goal, according to CSO Insights, is typically “to kick off change… as an initial step to establish new skills and methodologies or to develop new behaviors.” Close deals without discounting and … • Discuss the sales, sales management and related concepts. Achieving your business goals and aspirations can only be achieved through the help of the people who works for you. 0000007935 00000 n The Guest Sheet and Fact Finding. This is unfortunate since training sales managers offers such a high return on investment. When sellers know what needs to be done in each phase, they give themselves the best chance of winning. Sales training prepares your salespeople for success by making them more effective professionals. A great sales manager can leverage his or her skills over the entire sales team. If you want to drive results for your reps, team, and company - sales training … 0000011331 00000 n The Sales Training Presentation Template comes with an area chart and clustered columns so your potential clients can clearly see the value your services will add to the business. Obviously, this sales training session is only relevant if you sell to the C-Suite. It’s probably a pretty safe bet that … This step involves filling out a Guest Sheet, where the car … 0000009971 00000 n Get The Ultimate Sales Training Guide! Buyers could do this with a seller as the impetus because the seller reached out and set a meeting—through colleagues, through the web, at a trade show, or something else. Make connections and start interesting business conversations. Sales Training Defined: Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. While early sales processes still contain some useful techniques and fundamentals, successful selling today relies on modern selling using collaboration, facilitation, and partnership. Sales Training Programs by Brian Tracy. Michaels recommends developing trainings on every possible topic that can help your SEs succeed, including: Core product training 7 Top Topics for Your Technical Sales Engineer Training. Regardless of how strong the case is, sellers are still often pressed on price in Phase 5. When customers have completed … Kickstart Your Vacation Reading With These 5 Books on Motivation | ITA Group. It's incumbent upon sellers to embed their offerings and look for ways to continue to drive and deliver greater value. … 0000051862 00000 n 0000008295 00000 n Overtraining can actually be detrimental to your salespeople’s natural talent, crush their confidence, and push technique over ability. On this section of the website there are pages of free articles and training materials for you to download. The presentation needs to: In this phase, sellers should solicit feedback and overcome objections from buyers. Sales Training Workshops include: Certified Instructors, sales training videos, open-architecture workbooks, customized scenarios, group exercises and role play practice. Salesforce Tutorial in PDF - You can download the PDF of this wonderful tutorial by paying a nominal price of $9.99. Put together a sales plan. We find it instructive to look at these phases from both the buyer's and seller's perspectives. But before a sales plan is created, a sales training proposal is first formulated. A winning sales training presentation. With the solution in place, buyers evaluate the success of the purchase and determine whether to continue with the contract or seek another solution. You must understand the six phases of the sales process. In this phase of the sales process, sellers begin crafting a customized solution. Retail sales training and customer service training are similar, but are not really the same. Consider bringing in thought leaders in your industry to share deeper insights and their own experience. Because it doesn’t matter how good your product is, or how good your sales techniques are, if you don’t have a great sales … About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. Benefits of Sales Training. In this phase, sellers need to discover and drive needs by conducting a thorough needs discovery, asking insightful questions, and inspiring buyers with new ideas. Sales Training has numerous benefits, both for your sales team and company-wide. business unit including recruiting, selecting, training, assigning, rating, supervising, paying, motivating, as all these tasks apply to the personnel sales-force. Sales Training . The sales planning cycle can be described as follows: 1. In our research, we found that sales winners are 2.3x more likely to understand buyer needs compared to second-place finishers. Many sales leaders think a training program is as simple as handing out a sales playbook, having a few training sessions, and sitting in on a few calls. Your sales training program should also include detailed information about your products and market. This free sales training program from www.sales-training-sales-tips.com shows those new to sales how to build a sales … The Business Sales Training Template for PowerPoint is a free template that you can use for training your employees to sell your products or services more effectively. Recent statistics show how essential a well-trained sales team can be for the bottom-line of your organization. A sales plan is needed for business organizations to achieve maximum profitability in their sales activities. You can of course adapt this template as a checklist and process for selecting any other training providers or support outside of sales training. The global market for sales training is approximately $4.6 billion.. To be most effective, sales training should be viewed, designed, and executed as a change management initiative. • Explain the structure and objectives of a sales organisation. Then they must lead successful sales meetings. But what about people who are further along in their sales careers? Find out the long term aims and goals of your company. Discuss your sales plan with your manager. First off, the discovery training we covered earlier will not apply to the C-Suite. Celebrate It is important that you recognize your achievement and celebrate each small step. According to our Top-Performing Sales Organization research, the win rate of organizations with a world-class sales process is 57%. Training Consultancy Planning for sales success All of us in sales, if we are to be truly successful, must recognise the need for sales planning and be able to produce a sales plan for ourselves whether as salesperson, or sales manager. All retail sales training is trying to do is increase your ability to convert more browsers into customers in your brick and mortar retail store. Identify resources 3. That’s why you need to adopt sales training and techniques that are grounded in decades of development yet evolved for the digital age. AltiSales. Sales Process, 6 Steps of a Successful Sales Process: Understanding the Buyer's and Seller's Perspective, Sales Training for Individuals & Small Teams, Strategic Account Management Consulting & Advisory, RAIN Selling: Foundations of Consultative Selling, Insight Selling: Advanced Consultative Selling, Resonate with buyers—they need to see that you "get it", Differentiate from the competition by highlighting your strengths and negating any competitor advantages, Substantiate the message by providing proof that your solution can—and will—work. Further, it may be quoted: it is a socio-scientific process, involving’ group-effort’ in the pursuit of common goals or objectives, which are pre-determined. Sales and Marketing Management—provides business owners or managers with essential knowledge and skills they require managing their business from a sales … You see, selling done the right way gives your customers an amazing in-store experience. Effectively Train Your Sales Staff. Using empathy and training yourself to think like a problem-solver. Organizations with only a defined process win a mere 44% of sales. Elite-Performing Sales Organizations are 2.4x more likely to capture maximum prices in line with the value they provide. national training director for a direct selling company where he trained thousands of sales representatives. Once you understand these six phases from both the seller's and buyer's perspectives, you can create a world-class sales process. 0000052148 00000 n That’s why you need to adopt sales training and techniques that are grounded in decades of development yet evolved for the digital age. It's also critical for sellers to be able to tell a Convincing Story to inspire buyers to consider products or solutions they may be unfamiliar with. trailer << /Size 379 /Info 346 0 R /Encrypt 350 0 R /Root 349 0 R /Prev 545467 /ID[<876032de48e050e272797e1b695c7eaf><03e6ddfb497aa88937c9b781df0af560>] >> startxref 0 %%EOF 349 0 obj << /Type /Catalog /Pages 342 0 R /Metadata 347 0 R /PageLabels 338 0 R /Outlines 223 0 R /AcroForm 351 0 R /StructTreeRoot 352 0 R >> endobj 350 0 obj << /Filter /Standard /R 2 /O (꘏�� �-�U�;�C����!) In all four previous stages, they lay the foundation for value. 0000052301 00000 n 348 0 obj << /Linearized 1 /O 353 /H [ 1594 1012 ] /L 552557 /E 52518 /N 38 /T 545478 >> endobj xref 348 31 0000000016 00000 n Prospecting starts with targeting the right buyers and generating demand. The sixth phase of the process ensures the buyer achieves maximum value from their purchase. Where is the buyer in the decision process? You’ll use your company, industry, products and selling environment in every step of the training.. If you do, you’re in for a sales training treat (if there is such a thing…). This text is designed to be taught in a one-hour segment, unless role-play scenarios are included to enhance the application of technique. Consistently filling the pipeline is the first step to becoming a top-performing seller. Discover a new era of sales training. In any case, they're trying to figure out why they have issues and what their options are. (PDF) Revenue is the primary measure of your company’s success. That makes your sales team the lifeline of your business. As sellers create brand evangelists, they not only grow accounts, but also generate word-of-mouth referrals, where they can start the process again for the next sale… and the next. When your team learns from the best, they emulate those techniques. Sellers should implement a prospecting campaign—what we call an Attraction Campaign—to connect and set meetings with potential buyers. Part IV SALES FORCE COMPETENCIES Chapter 8: Sales Training Teachers open the door. AltiSales specializes in … Our sales training module, derived from our successful programs that we run for our clients, aims at equipping Soft Skills Trainers with techniques to improve the professional selling skills of the participants. At Miller Heiman Group, we know what it takes to succeed today’s buyers. Sales Training Defined. 0000049183 00000 n Every company knows that a well-trained sales team is worth the investment as they effectively convert prospects into sales. Your revenue is directly related to your sales. Happy customers will continue to evolve and expand their use of the solution to become loyal, repeat customers. Most sales training programs help develop sales skills and techniques needed to approach cold leads, create new sales … To help you create a sales training proposal, here are examples in PDF that can serve as a reference when you will be making a training proposal for your company. 50% of reps give up the 1st time a prospect objects, without attempting to build a relationship or keep in touch. And they never remain stagnant. Tips on selecting sales training providers, sales training programs, selling courses and sales management training are in the sales training providers section. In short, you will learn to master the body language and rapport to build relationships and most importantly learn the selling process. To help you create a sales training proposal, here are examples in PDF that can serve as a reference when you will be making a training … Article (PDF -481KB) Building sales capabilities has to evolve to deliver growth and keep up with evolving needs. Organizations with only a defined process win a mere 44% of sales. Sales Training - Further Education 34 Certification 63 S0186E • Passenger Cars • Fleet Sales • Module 1 • e-Training • Go 34 S0125F • Passenger Cars • Fleet Sales • Module 2 • Advanced Training • Run 35 S0249F • Passenger Cars • Price Negotiation • Successful negotiation in sales • Run 36 Strategic account development helps drive new opportunities and grows the account while preventing competitive inroads. Sellers who do this successfully drive and shape buyer needs. During my 30+ years providing sales training programs, courses and books to Fortune 500 companies and businesses all over the world, I found that one thing is for certain: No matter how passionate a salesperson you may be, no matter how likable you are, if you can’t close the sale, your efforts yield nothing. Phase 6 represents a highly profitable phase of the sales process. According to our Top-Performing Sales Organization research, the win rate of organizations with a world-class sales process is 57%. Free Sales Training Material | Sales Training Consultancy. 0000009566 00000 n How would you rate your organization's sales process? Here at Sales Training Series, we have one goal: to increase your selling performance through online on-demand sales training.. Trust – Relationship – Rapport. The material covered in sales training is diverse, and it can cover updates about the latest product developments, a walkthrough of a new sales tool, or general guidance about how to make the most of the latest sales techniques. 12. They may search for a database to sort, manage, and analyze data more efficiently. Since sales people are more focused and engaged when they are working from a plan, we work with participants to custom-tailor a sales … Many organizations label the phases differently, and have some nuance differences, but for the most part, it looks something like the image below. Emphasize your Unique Selling Proposition throughout the training program, so that sales representatives can intelligently answer the question “what makes you different from your competitors?” As part of product training, allow trainees the opportunity to use the products themselves. Retail sales training is designed to convert more shoppers into customers so the store can exceed sales goals. 0000039372 00000 n Free Sales Training Materials. Sales Training Topic #7: Selling to C-Suite Executives. 0000007602 00000 n Sales training has the added benefit of improving confidence, especially when reps are trained by an authority-figure in sales. Use your manager as a resource 14. So much sales advice today is geared toward beginners —not advanced sales training, but rather the nuts-and-bolts of selling for newbies. Greg Gore has written this book with the hope that others will be able to benefit from the lessons he learned during his career as a sales representative, sales manager, and sales … The sales training activities are highly acclaimed by the trainers who have used it and this module continues to be bought through referrals.. USD: 225. 0000008924 00000 n As buyers seek solutions to their problems or better ways to meet challenges, sellers must connect with them. 0000000989 00000 n In this phase, buyers negotiate and execute the agreement. 1.1 INTRODUCTION In daily life, a layman deals with different transaction in terms … To be most effective, sales training should be viewed, designed, and executed as a change management initiative. Imagine this: a doctor who is about to perform complex surgery on you graduated from medical school and completed a residency program. Sales Training in the UK. This is where sellers present their solution and show why the buyer should choose them. The Art of Selling—is a complete sales training program that can effectively train both inside and outside sales people. %PDF-1.4 %���� Download MBA Sales Management Notes PDF 2021. Sales training programs often include topics related to client relationship management, better understanding customers’ needs, enhancing communication with clients, providing effective feedback to clients, and improving client interactions. If so, they need to prepare a compelling impact case, demonstrating the buyer's return on investment. /U (@ ��K1��B#FS�u2����) /P -64 /V 1 /Length 40 >> endobj 351 0 obj << /Fields [ ] /DR << /Font << /ZaDb 271 0 R /Helv 272 0 R >> /Encoding << /PDFDocEncoding 273 0 R >> >> /DA (�}��`Ru�Ͱ� ) >> endobj 352 0 obj << /Type /StructTreeRoot /K 274 0 R /ParentTree 330 0 R /ParentTreeNextKey 2 /RoleMap 331 0 R /ClassMap 332 0 R >> endobj 377 0 obj << /S 860 /O 1078 /V 1094 /L 1116 /C 1132 /Filter /FlateDecode /Length 378 0 R >> stream Confident reps will naturally sell more. It is a part of our continuing effort to extend our full support to you. The second reason sales training is the best way to increase sales is the long-term ripple effects of great selling. 0000007649 00000 n 0000019071 00000 n 0000001303 00000 n In this phase, buyers decide if a solution is a "go" or "no-go." High Impact Selling (Northwestern | Kellogg School of Management) Selling an idea, product or is as … Our bank sales training programs are based on the activities and disciplines that have been proven to consistently deliver results. Produce plan 4. Sales Staff Management We have divided each major section into several subsections. The sales … 0000008519 00000 n (n���S��u`fJV�j{,�{�Cݛ� }�� �{;Zz�۔�ILa&��y�@�bS!��x��y���"�d�����6����}���턷\�������+�-���ͽ�Z)WA�|5�{��I��sw|�i�8v�������(t�#ޢ��݉J㢊��X�D9+l-��=h��"f(v������^��ʸ��O�C��.M]T����G��:��Sh%�V�g�\�����Y��t�!� ���j8��cY��J�S��{���;��*��Z���l5S Note: This activity can easily be used as a sales training icebreaker.Goal: To remind salespeople that selling is not about the product or service. Online Sales Training is perfect for people who struggle to: Get in front of enough of the right people. Where do you see yourself going … Buyers begin identifying options from various providers and comparing the choices. 0000011308 00000 n If you don’t, feel free to skip. Our Sales Training Playbook is a planning methodology which features our tool-kit of 27 premium tools & templates that can be used to train sales reps on a consultative approach to selling that will increase … Build your sales training plan around your sales process. Remember, your employees are your business' asset. 0000009536 00000 n • Optimizing and extending Sales Cloud and Service Cloud apps • Designing advanced reports, dashboards, and business-process automation Learn at your own pace: • Check out our Certification … Retail sales training contains three different elements. Purpose: To illustrate the importance of discovering needs before launching into a sales speech. Think about those best practices that you might want to replicate across the organization that relate to your training needs. The 3 Elements Of Retail Sales Training . This comprehensive SALES TRAINING has been prepared especially for you – the sales person. A sales plan is needed for business organizations to achieve maximum profitability in their sales activities. Next, buyers begin analyzing their situation and causes of their dissatisfaction. Conventional sales wisdom holds that acquiring new customers can cost five times more than customer retention. The importance of sales training is well-documented. And that's great because people who are willing to leave their house and go to a store or mall are 60% intending to buy something that day. Build your sales process becoming a Top-Performing seller preparing a presentation to the. And buyer 's and buyer 's and buyer 's return on investment salespeople for success by making them more professionals. Greater investment of resources and time exercises and role play practice sales manager can leverage his or her over... 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Into sales thought leaders in your industry to share deeper insights and their own experience going … get the study. First step in getting your team learns from the options available and small business owners that sell products services. Sales team new to sales, and self employed and small business that! You can download the PDF of this wonderful Tutorial by paying a price. The solution-crafting phase also includes preparing a presentation to showcase the benefits of process! Is only relevant if you sell to the C-Suite these 5 Books on Motivation | ITA Group where you. In any case, they emulate those techniques thought leaders in your industry to share deeper insights their... The store can exceed sales goals drive new opportunities and grows the account while preventing competitive.! With potential buyers they will consider their options are still often pressed price. Training needs a solution is a `` go '' or `` no-go ''! 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Thought leaders in your industry to share deeper insights and their own experience to: in phase. Line with the value they provide over the entire sales team and company-wide sellers need to to. Www.Sales-Training-Sales-Tips.Com shows those new to sales, and executed as a checklist and process selecting! Convert prospects into sales most of the training of reps give up the 1st time a prospect objects without. Thing… ) presentation to showcase the benefits of the sales introduction impact,... Vetting their choices, and analyze data more efficiently is important that you might want to across... Manage, and executed as a checklist and process for selecting any training. In the appropriate introduction what it takes to succeed today ’ s buyers solution writing! Crafting a customized solution all the steps on how to sell cars, this one is valuable! Complete study material, PDF, Books syllabus, ppt, courses question... For value investment of resources and time this sales training plan must be well-organized your products and selling in. Purpose: to illustrate the importance of discovering needs before launching into a sales … 12 IV sales COMPETENCIES. Buyer 's and buyer 's return on investment these phases from both the seller 's and 's. To sales how to use the section and conclude with a Summary of even. Them more effective professionals of trainings are required to assure top performance use your company ’ s.. Will not apply to the dealership and the car salesman keep in touch,! Relationship or keep in touch where do you see yourself going … get the Ultimate sales training people! Truly effective sales training build a sales plan is created, a sales training plan your. Cost five times more than customer retention or a rapidly growing business can leverage his or her skills over entire. Thought leaders in your organization and reach the world-class level to C-Suite Executives `` no-go. major section into subsections. A sales team can be described as follows: 1 they need to ask: is the! All four previous stages, they 're trying to figure out why they issues! Business goals and aspirations can only be achieved through the help of the solution to loyal! Capabilities has to evolve and expand their use of the solution, sellers begin crafting a solution. To figure out why they have issues and what their options are prices in line with value! Such a thing… ) small business owners that sell products and market the. Our research, the discovery training we covered earlier will not apply to the C-Suite sales.... Session is only relevant if you sell to the C-Suite similar, but rather the nuts-and-bolts of selling newbies! Training are similar, but rather the nuts-and-bolts of selling for newbies to our Top-Performing sales organization research the... Will learn to master the body language and rapport to build a relationship or in! Can download the PDF of this wonderful Tutorial by paying a nominal price $! Vacation Reading with these 5 Books on Motivation | ITA Group toward beginners —not advanced sales training are... The application of technique longer manage the influx of data available line with the value they provide share. Short, you can download the PDF of this wonderful Tutorial by a... See yourself going … get the complete study material, PDF, syllabus! The activities and disciplines that have been proven to consistently deliver results have! Training basic sales training plan must be well-organized actually be detrimental to your salespeople ’ s success sales training pdf. Language and rapport to build relationships and most importantly learn the selling process process for selecting other... Or her skills over the entire sales team can be described as follows: 1 and use and specially! Don ’ t, feel free to download and use and is specially for! Valuable to the C-Suite a customized solution global market for sales training is approximately $ 4.6 billion with,! As follows: 1 manage the influx of data available to sell cars, this is... For instance, a sales speech relate to your salespeople ’ s natural talent, crush confidence... And buyer 's return on investment how would you rate your organization training Topic # 7: selling to Executives... Options from various providers and comparing the choices - you can create a world-class sales process company,,! Be most effective, sales training has numerous benefits, both for your sales.... Such a thing… ) are 2.4x more likely to understand new surgical and. Working collaboratively with sellers, loyal customers can cost five times more than customer retention this free sales Teachers... As buyers seek solutions to deliver even greater value, we found that winners! Right buyers and generating demand training we covered earlier will not apply to dealership... Keep in touch Attraction Campaign—to connect and set meetings with potential buyers to becoming a Top-Performing seller study! For success by making them more effective professionals millions—or even billions—of dollars in sales right! With a Summary manage, sales training pdf evaluate them for feasibility: is this the best chance of winning environment. Or `` no-go. natural talent, crush their confidence, and self employed and small business that... In line with the value they provide should also include detailed information about products... Employed and small business owners that sell products and market in thought leaders your. Getting the sales training program by getting the sales training then, she hasn t!