{"id":257,"date":"2007-12-17T19:37:47","date_gmt":"2007-12-17T19:37:47","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/143747.html"},"modified":"2007-12-17T19:37:47","modified_gmt":"2007-12-17T19:37:47","slug":"the-world-has-changedis-your-training-keeping-up","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-world-has-changedis-your-training-keeping-up\/","title":{"rendered":"The World Has Changed\u2026Is Your Training Keeping Up?"},"content":{"rendered":"

<\/o:p>         Old-school training often begins with the importance of “getting people to like you”.
\n<\/span><\/span>          The first new law of sales is not getting people to like you but rather it is learning to like the people you are selling to. This law, over time, will result in more positive reactions to you and your presentations.
\n<\/span><\/span>          Out of touch sales trainers often talk about the golden rule, that is, “Do unto others as you<\/u> would have done unto you.”
\n<\/span><\/span>          In his book, The Platinum Rule, Tony Alessandra explains why the Golden Rule no longer applies and is replaced by his Platinum Rule.
\n<\/span><\/span>          The Platinum Rule is “Do unto others as they<\/u> would have done unto themselves.”
\n<\/span><\/span>          And there is a difference.
\n<\/span><\/span>           Psychologists have identified four basic behavior styles that you need to learn how to communicate with; Analytical, Expressive, Amiable and Driver.
\n<\/span><\/span>          When it comes to presentations, there is no one size fits all.
\n<\/span><\/span>          If your style is that of an Analytical, for example, you are inclined to be impressed by facts and figures in a presentation. If you are presenting to an Expressive buyer style, however, they are bored with figures and want to focus on exciting ideas in your presentation.
\n<\/span><\/span>          When you like your customers enough to study and cater to their buying style, you will forge stronger relationships and sell more advertising.       
\n<\/span><\/span>          Beginning with liking your customers,  you<\/span> will have the desire, patience and passion to sell them the way want to be sold.
\n<\/span><\/span>          Everyone has a preferred buying style, and caring enough about your prospects to sell them in their style will yield amazing results.
\n<\/span><\/span>    <\/span><\/span><\/p>\n

P.S. You can learn more about Behavior Styles from a variety of books, including The Platinum Rule by Tony Alessandra, or you can contact ENS Media Inc<\/a>. about facilitating a Noll & Associates Styles Sales Training workshop in your market.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

         Old-school training often begins with the importance of “getting people to like you”.           The first new law of sales is not getting people to like you but rather it is learning to like the people you are selling to. This law, over time, will result in more positive reactions to you and your […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-257","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/257","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=257"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/257\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=257"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=257"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=257"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}