A Little Reinforcement Leads to Confidence & New Sales

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Using reinforcement sales training I created 100 flashcards with industry questions about competitors, technologies my clients were using, buyers. Every day I’d review 10.

I think time is the big thing. If you ask salespeople what’s their biggest challenge, it’s time. And I think that what they have to evaluate faster, what they have to be better at is, number one, recognizing when an opportunity is a real opportunity. Salespeople chase too many things, so they have to give up. They have to be more diligent in their recognition of what’s a real opportunity. But I think the other thing is they have to concentrate on those opportunities where they can make a difference. [Inaudible 0:07:48.6] Make a difference.
So where do they find time? They become more effective in their conversation. So they win more often, and they don’t lose to no decision. They have to also find out when to stop pursuing something. This is not a new thing, but it’s a thing that we see a lot with our clients, is – you’ve heard the expression happy ears, I’m sure. You’ve been doing this for a while. Salespeople come back from a call, and they say, oh she’s fantastic, I love –

Eric Blumthal, is co-founder and CEO of count5, a sales training company that created Q MINDshare, a software training app. He is a proud alumnus of Georgia Tech and a successful sales executive. He also founded FunnySalesCartoons.com and is an avid social media enthusiast, running two LinkedIn groups and publishing a daily, online paper on Twitter.

SM: Do you have any last advice that you’d give to sales professionals to make sure that they’re always staying on top of their game?

EB: What really gave me the idea behind Q was what I did when I shifted industries. And it was in the same industry for 12 years, and then all of a sudden I’m selling enterprise software to verticals I’ve never even sold to. I created 100 flashcards. They were 100 industry questions about competitors, the technologies that my clients were using, the buyers. Every day I’d review five or 10 of them. Once I mastered them, I put them aside. I went from the new rookie to the number one sales rep at that company. Even the CEO said that I knew more about the product and the market than the founders did. And it was just a result of that process.

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