There’s something I need to get off my chest: Sales trainers are lying to you. The vast majority of sales trainers out there are spreading outright lies. I know that might sound crazy—but let me explain.
Most sales trainers teach salespeople old-school, out-of-date ideas about selling. These sales trainers aren’t bad people—they just got their information from a time when cars didn’t have seatbelts, the payphone was a salesperson’s best friend, and the web was just a thing created by spiders.
Seriously, even most sales books written today are just repackaged and regurgitated ideas from a bygone era. As a result, what they’re telling salespeople to do simply doesn’t work anymore. Let’s face it: EVERY salesperson out there has been on the receiving end of some pretty damaging lies about how to sell.
In this video, you’ll learn all about the 5 deadly lies every salesperson has been told by sales trainers. Check it out:
So there you have it. Now you know 5 Deadly Lies EVERY Salesperson Has Been Told by Sales Trainers. I want to hear from you. Have you ever been told these lies by sales trainers? If so, what was the result? Be sure to share below in the comments section. Ill respond to every comment I possibly can.
I am a National Sales Trainer. I enjoyed the Sales Trainer critique until you got overcome objections. Sorry Sir but you are sooooo wrong. I deliver Sales training every day for a Major Aoto manufacturer. Of course we facilitate better Needs assessment and questions but invariable they Cannot handle the tough questions and when I role play them they fall on their face. Know why? Cause they are NOT ready for the most common objections and dont have a ready answer to ” overcome” the question to get back to the topic. Maybe a rhetorical question would help or a question after a question but I strongly believe that a “slow down” objection handling answer to reframe the question is what is often needed.
I completely disagree. The other ones are pretty well right on. Enjoy some of your videos. Small tip to you…drop the arrogance level a tad…Confidence is good. Too much comes across a bit cheesy. You sound a little full of yourself in all the videos I have seen. Thanks for your efforts in putting these videos together. Respectfully.Claude Pardo. BMW Canada
Come on Claude. You are a little harsh on Marc. His videos do help me a lot and there are not many guys putting free (and helpfull) videos out there.
Thanks Marc,
thoroughly agree with 4 of your five points. I have been listening to that crap for years.
ABC should equal “Always Be Caring” or “Always Be Considerate” not Always Be Closing”
But in terms of objections I’m more on Claude’s side. I tend to think of learning how to handle objections as an insurance policy. If you cover it all early in the sales call that’s great but what if something gets overlooked and an objection comes up. A sales person has to now how to respond and be practiced at it.
I once attended a training about business consulting where the trainer gave an example of how he worked with an international company who were ranked #4 out of 5 worldwide in their field. All he did was sit their sales people down in a room and taught them a model that could be applied to ANY objection, then specifically went through all the objections they got and got them to practice using the model. Within 18 months they were #1 in their field.
I think that what Marc is saying is that if you prepared well enough you have no ojection to expect. Objection – depending on its degree – can be overcome or leads to prospect disqualification. I think it is a bit strnage to read about arrogance coming from BMW representative. There are two car shop I felt like rubish: BMW and AUDI. typically the sales man had no lsut to make more sales. this had happened 5 years ago in Switzerland. Arrogance is perceived when the Person turn you donw. obviousl yyou felt affected personaly by what Marc was saying. I am pretty sure your Training are great and you’re a professional in your Business and surely succesful then Train your sales Team in Europe NOT to be arrogant. I learned one Thing: if BMZW or AUDI don’t Need me then I dont Need them neither. Period. it is hard to take critics in the face when we obviously disagree. Sales is Emotion but controled Emotion. it is a role Play as you said. Working on objection is part of the Job knwoing about ist Product and its weaknesses. but you cannot tell someone is worng if he has an objection. so Need to drive him from his Point of view to your Point of view. and if no tpossible at a Minimum try to understadn his Point of view and disqualify him gently but surely. not in an arrogant manner thouhg as the sales People in Switzerland did to me.
Thanks for this video Marc. I agree with you on the fact that getting a no enables us and our prospects not to lose any extra time .
Wow, this vid has created quite the stir. Claude, you hurt my feelings man. Arrogant?? How will I ever recover from this damning feedback? Off to cry for a little while…
As for the objections issue. The whole point here is that we want to be much stronger up front so we deal with objections before they ever arise. Your people probably need objection training because they’re weak up front. Only 5% of salespeople, at most, are strong up front. It’s safe to say, based on the info you gave, that most of your salespeople aren’t very good.
WOW, your response is extremely unprofessional Marc. Did you just tell your reader Claude that most of his salespeople aren’t very good, because you did not like the feedback you were given? You should use your own material to overcome the objection eh? Maybe you’re missing the point of putting yourself out there…. just like sales professionals do every day, and as sales trainers do every day. Here’s an oldie but goodie for you.
“Never let them see you sweat!” oops…you just did, and showed us your true colors.
Marc, you seem to have overlooked that selling is all about communication. Part of effective communication is to accept feedback from others and attempt to modify your approach to keep the customer (your audience) in their comfort zone.
I’m what you describe as an old sales trainer, but I’ve learnt to search for new ideas and strategies to compliment the basics. If you think that today’s sales trainers still promote the 5 lies (as you describe them) then I suggest you need to get out more.
My feedback is that you do come across as really arrogant and one with very little to offer new salespeople let alone Top Dogs.
Your response to Claude is extremely unprofessional.
Geez. People are a bit sensitive here. I am only saying that Claude’s people are probably weak because it’s true. Not because I’m licking my wounds here. Call me unprofessional. Stop following me. Tell your friends I’m a jerk. I’ll be just fine.
But, the truth is, if you have to teach your people to overcome objections, then they probably aren’t good salespeople. It’s not personal. It’s just true. Great salespeople don’t overcome objections. They deal with them before they start.
Being a bad salesperson isn’t a personality type, it’s a current state of being. They can become better, but right now they aren’t good.
Go out and interview 100 salespeople, and you will find that 95 of them are struggling, 3 are good, and 2 are awesome.
Now, please let me go back to my time-out and cry myself to sleep. All this ‘feedback’ is too hurtful…