The Cost of Sales Training - Going up Daily.
Posted by Frank Belzer on Tue, Feb 15, 2011 @ 01:39 PM
In talking with one entrepeneur I was told that he felt the cost of sales training was "too high". Compared to what? He didn't know but he just felt it was too high.
Maybe you have said, heard or thought something similar. Perhaps you have felt that way about someone else's business or could it be that you have heard that about your offerings?
At the same time you probably also realize that there is a cost associated with both sides of that statement. There is a cost to not doing anything as well, the question is which is more important to you - the choice that is associated with growing your company or the one that is born out of protecting some type of status quo? People that have made the investment have seen an ROI and rave about training. Those who don't never have the right "situation" and will think about it "next time" and of course they never do.
Suppose you want to rebuild a website, let's say that will cost $5000 and you feel that is too much. That is your choice but surely you also need to accept that not doing something about an under performing site will cost you money as well? What if the cost of not doing something was greater than $5000? Possible? Harmful to your business?
Furthermore a consultative sales person is going to want to help you with more than just your Website - they want to help your business grow - will you let them or will you get hung up on the "cost" of today.
When entrepreneurs see everything as a line item and not as an investment they lose out two ways 1) they don't get the help they need 2) they are predisposed to present their business as a line item - not consultative or solution based.
Newsflash - The price of Sales training is going up, up, up - every day you don't invest it is costing you more. Lost opportunities, lost referrals, lost revenue etc, etc.....
