Scenario-Based Solution Training | Deep-Dive

Written by Mike Kunkle, read by Felix Krueger. 

There is no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary.

What troubles me about product training, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts to get beyond product knowledge to the real crux of how to sell solutions effectively...

The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.

Resources

On Product Training

• http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61436/Product-Training-Doesn-t-Work-Get-Sales-to-DO-Product-Training
• http://www.rainsalestraining.com/blog/product-knowledge-training/
• https://www.linkedin.com/pulse/building-blocks-close-up-sales-training-spotlight-role-mike-kunkle/

On Features/Advantages/Benefits (good, but not sufficient)

• http://www.sellingpower.com/content/article/?a=8554/understanding-feature–advantage–benefit
• http://www.salesreadinessgroup.com/blog/bid/324623/One-of-the-Worsts-Mistakes-Even-Highly-Experienced-Salespeople-Make

On Sales Training Systems

• https://www.mikekunkle.com/wp-content/uploads/2022/11/Sales-Training-System-2022.pdf (ungated PDF download)
• https://sparxiq.com/ebook-sales-training-that-sticks/
• https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training-curriculum

On Selecting the Right Training Method

• http://www.nwlink.com/~donclark/hrd/isd/deliversys.html (Don’s entire site rocks)
• http://thetrainingworld.com/faq/indexmethods.htm
• http://www.learningsolutionsmag.com/articles/1197/synchronous-or-asynchronous-how-to-pick-your-training-delivery-method
• http://web.mit.edu/training/trainers/guide/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g