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Can you imagine the Irish rugby team taking on the All Blacks, and Joe Schmidt says "Don't bother with training boys, it'll be alright on the day".
Imagine a Kerry or Dublin team arriving in Croke Park with that attitude. That's not the way you win an All-Ireland.
And yet ... when it comes to the world of sales, it never ceases to amaze me how many managers take the "It'll be grand. Sure that fella'd talk the hind legs off a donkey" approach.
The reality is, the quality of the sales team is a reflection of the quality of their manager. If you don't train your team ... as Benjamin Franklin put it: "Failing to prepare is preparing to fail!".
In the age of the internet, it's harder, not easier, to get sales across the line. Because there's limitless choice. In sporting terms, you're up against the All Blacks every day. So for Heaven's sake, train your team.
With a well-trained team, everyone plays their part. They don't need to be told what to do. They know. And that translates into performance, whether it's the try line or the bottom line.
There's another benefit. A well-trained team is a successful team. The best players want to transfer into, not out of successful teams.
Peter Turley's acclaimed technique will change the way you think about sales. Because it's not about selling. It's about getting into the mind of your customer and understanding the psychology of buying. Train your team to think like that, and you'll put old Benjamin Franklin in his place!