HTSS166 - Sales training is beyond the book - Scott Sylvan Bell

Your training is  beyond the book 

At some point, your skills are only enhanced fractionally from what you read in a book. The saying "Beyond the book" comes from Roland Frasier. Beyond the book means your skills and knowledge will happen in real-time with time, energy, and effort.  

Most sales books rehash content 

When you look at the books being released lately there isn't much new. If you read 5 - 7 of the top books on sales you will cover most of what you need to know when you put the training into action. There is no substitute for real-life experience. You will want to hear the training or knowledge 2-3 different ways so that you can connect with the strategies. 

Sales books are typically the ascension model   

Most books are the entry point to live training and were built on the ascension model. This means the books are only the start. The whole goal is to get you to a mastermind or to one to one coaching. 

How to get better at sales 

You need life action and role-play + sales reps. You will want to look for places you can learn from. Here are a few other things you can do so you can increase your sales skills:

• Interviews of live experts
• Ride alongs 
• Role play 
• Interview people 
• Online reviews 
• Drama movies – look for points of high tension

Ways to fail at sales 

Procasting and rejection are the two most common reasons why you do not get better at what you do. You have to be willing to work through the rough spots in the sales process.