Genre: Opinion/Argumentation

I realize that I am writing about a potentially sensitive topic today, but when did I ever shirk controversy? If it needs a discussion, let's discuss it. The one word or expression that differentiates a sales trainer and a sales expert is -- in my humble opinion -- passion . A sales trainer learns a sales program verbatim, and then delivers it .... Verbatim: They didn't write the curriculum; they didn't create the philosophy; they didn't -- in most cases -- understand the core message, so how can they be passionate about what they are saying? To illustrate my point, the next time you have friends round, take ten minutes out, and get each of your guests to write three paragraphs -- that's all that is necessary -- about an emotive topic: It could be why the poor are getting poorer in India, when the country is seen as an emerging wealthy nation; or why Russia tries to mislead us into believing it is a democracy, when Putin re-elects himself at will, and protestation is met with incarceration, or ... I think you get my point! Once everyone has completed their three paragraphs, ask them to pass their note to the person sitting to their left, who must read it out loud to the rest of the group: Then get the original author to repeat the exercise -- and notice the difference. More passion and more conviction? Of course. I am fortunate to count most of the world's leading sales experts as friends or colleagues; we talk often, and we share ideas; we share our visions and we share our enthusiasm for continually learning: I confess to genuine excitement when I debate with incredible personalities like Jeffrey Gitomer, Gerhard Gschwandtner, Linda Richardson, Jill Konrath, Keith Rosen, Dave Kurlan, Dr. Tony Alessandra, Joanne Black ... the list is a very long one. After each interaction, I always come away feeling energized, and my passion for all that is currently happening within the sales space is renewed. Counter that with sitting through two or three days of mediocrity, as a sales trainer tries vainly to deliver their version of someone else's concept: I have endured that myself on so many occasions, and it is mind-numbing banality of the worst kind. Make no mistake, the sales space is finally rejecting the "one-size fits all" mentality, and organizations are showing a strong preference for engaging with genuine sales experts who can deliver tailored solutions, designed to meet diagnozed issues. The largest sales training companies are feeling the heat, and no longer have the playing field to themselves -- the corporate bun feast is coming to an end. Size no longer matters! The new and successful "kids on the block" are genuine experts. They are flexible; they care and they put their reputations on the line and share the risks. They don't dictate to, and they are devoid of arrogance. Most of all, they are passionate. The inspiration for this post came after an exchange of emails with a good friend earlier in the week. She remarked that the new JFA consultancy which launches in a few days' time should be very successful, because we are delivering world-class experts, whereas most companies deliver sales trainers -- she should know, she is one of the leading sales experts in the world herself . More about JFA soon, I promise. News: Think about this statement: " I hate cold calling, but it is part of my job, so what can I do?" If someone had given me $5 for every time I had been asked that question, I could have bailed the Greeks out! But seriously, if that sounds like you, help is at hand from the world's leading cold calling expert, and you can sign-up for her next FREE webinar on Thursday. I know that everyone always comes out with " Space strictly limited, so hurry!" but believe me Wendy's webinars are always over-subscribed, and often she has to run a second session. The session is called "Cold Calling for People Who Hate to Cold Call" and you will learn ...  The Formula to banish fear forever and turn cold calls to cash  The Secret that will eliminate rejection and instantly warm up your calls  How to plug the hole in your pipeline that used to be filled with referrals and prospects calling you  3 steps that will that make your phone the most powerful, most productive, most profitable business tool in your arsenal  How to restart your sales momentum any time you want to boost your business  The Secret that takes away all the stress... eliminates the frustration... and consistently produces both appointments and sales day in and day out And much, much more...