A lot of people are looking to learn how to sell and the easiest way is to buy a sales course. In general, it is simpler to pay a little more for something already structured by a market professional, who knows the shortcuts and daily life in sales, than looking for available materials, buying books and spending his time researching more on his own content.
In short, it’s a trade-off between the time you invest filtering out what’s really good and the time the course “owner” spent structuring theirs.
We have some well-known speakers, in Brazil and around the world, in this area. Recently, for example, Jordan Belfort, the Wolf of Wall Street, came here. In addition to the face-to-face lectures (for which he already charges a great fee), Belfort also sells a package of online courses where he teaches his peculiar methods.
However, just as we can’t deny that he’s a great salesperson, you can be one more person to fall for his lip when you buy the course he sells. The best salesperson is not always the one who knows how to teach.
We’ve already talked here on the blog: would you rather learn to play football with a good coach, like Mourinho, or with Messi? Talent is not taught. That’s why you need to analyze more before buying and that’s what we’ll do now:
Browse the content
- Which sales course should you buy?
- Set a goal with sales training
- What type of sales do you want to specialize in?
- Value for technical knowledge
- Find out what methodologies inspire/found the course of the sale
- Is the course all about learning to sell?
- Finally, train and apply what you are learning
- Is it worth it or not?
Which sales course should you buy?
To answer this question, you need to understand some characteristics and themes that will be covered. Otherwise, the probability of losing money is very high.
All points below can be found in the course summary and description. If the author does not provide more information, I recommend that you rethink your decision. Sometimes the argument is that he doesn’t want to open up so much information and risk copying the unique material he created. As I said before, it’s hard to find really innovative courses today, you usually just pay for the work of compiling and sharing the professional’s experiences, but any other seller with some time in the market could do the same.
Let’s go to what matters?
Set a goal with sales training
Do you want to practice selling day to day, convincing people of your ideas, and even selling your own image? Or is your goal to make a career in the field, earning a lot of commission money, and excelling in high-performance teams?
If you want to pursue the first case, it might be better to buy a course in persuasion or personal marketing. They follow the same principles as a sales course, but their applications are already directed to the situations you want, facilitating your learning and training.
If your desire is to really make a career in sales, I recommend that you try to understand a “general theory”, that is, read about the history of sales (in this article on Outbound Evolution we give an overview of how sales become developed over the past centuries), understand how sales emerged and what the main methodologies have been over time.
As you read about the history of the sales process, you will start to find patterns and realize that there is a structure, a backbone, that barely changes over time. In addition, it will end up discarding much of what instinct makes us believe would be right.
If the course offers this, it’s a plus, but it’s worth judging it as a bonus and not a big difference, as the author must have summarized all the study he himself carried out and the knowledge will not be the same.
What type of sales do you want to specialize in?
Answer the following: do you want to make simple sales or complex sales?
If you understand the general theory, you will know how to position yourself about it and will be level to learn either of them, but define what you really need, after all, if you are going to sell technology or clothes, the applications will be so different that you can play a good part. from the knowledge that you have accumulated in the garbage.
Specialize here and understand exactly what are the best sales techniques for the area you want to apply.
Value for technical knowledge
Look for sales training that addresses the technical part, closer to a science, and avoids merely motivational content. It is quite common for some courses to mix both, as every salesperson needs to be motivated, but as you read more about NLP you will understand that the outcome of a motivational course is temporary and short term, so be concerned about paying for what can take you to the end of your career.
In the end, every salesperson who is setting goals is motivated by their results. It’s what they call a winning streak in the US, a series of closed contracts, a seller’s victory, that end up creating even more confidence in the seller.
Find out what methodologies inspire/found the course of the sale
Knowing whether the course author wants to teach you SPIN Selling or Action Selling, for example, can change your choice. You might, for example, want to work with some newer methodologies like Agile Selling.
This is a good indication of the author’s knowledge, as well as whether sales training is aligned with your goals, as the methodologies give you a real reference of what you will learn and how far it is applicable.
Is the course all about learning to sell?
Some courses go further (and earn points for doing so) teaching you how to be a sales manager. This is important and a big difference, as the best salespeople have a common characteristic: they are self-managing, as they always try to analyze their own skills and do not need a manager so much after the first few months in a new company, after all, they have already learned what they need about the internal process, the product to sell and the market they want to buy.
From that moment on, they know they need to improve and continue to test the process, indicating to their manager where they are getting better results and standing out, both in terms of results and professional attitude.
In the end, they care about analyzing personal indicators, understanding that it is important to know how their results translate for managers and comparing what they achieve to the rest of the team.
They are one step away from evolving and taking on even more challenges as a manager.
And if your course already lays the foundations for this to happen, it is ahead of the rest.
Finally, train and apply what you are learning
Coaching is the most effective method to train a new salesperson, as it is through it that the main gaps are found and, through the focus on solving only one problem at a time, the sales consultant ends up evolving.
However, the basis of coaching is the practice of what must be corrected. Therefore, you should practice the same while or after attending your sales course. The same is true for in-person workshops and training, as they are much more effective when you can practice under the supervision of an instructor or other professional than on your own.
Is it worth it or not?
I like to customize my learning, going deeper into what interests me or when I have more difficulties, so I believe that sales training is important for you to learn the applications and find real experiences, saving a lot of work to get to know everything. process.
However, it is necessary that you keep reading, practicing and looking to evolve after the course, otherwise, you will become an obsolete salesperson.
Good luck choosing your sales course!
Now, if you want to know how I learned how to sell and what are the main techniques that I recommend to a new salesperson, I believe it will help you to start knowing what you need to learn to become a great salesperson.
A big hug!
PS: If you want to start with free courses that will help you, I recommend Diego Gomes’ Sales Course and also Close.io’s Steli Efti free course.