Just because you’ve provided your sales team with skills training, it doesn’t mean they will put it into practice…and that’s down to the TFAR effect.
What is the TFAR effect?
Your Thoughts create your FeelingsWhich create the Actions that you take
These Actions give you the Results you get!
Skills training focuses on Actions and Results.
No matter how good the training is…it only addresses 2 elements of sales development. If any of your sales team have any negative thoughts or feelings about a sales activity, approach or technique, this will override their skills knowledge and ability to do what they already know. If they do attempt it because they know they have to…they will either do it half-heartedly or make excuses in order to avoid it all together.
The scariest bit about all of this is that the sales person doesn’t even realise why they feel these negative feelings towards an action because the trigger thought that causes it is very often unconscious.
The only way to address this is to incorporate the mindset piece…Thoughts and Feelings in your training, giving your sales team the mindset skills to overcome these inner barriers.
Once they learn how to recognise these inner barriers and how to change them…the good news is that the TFAR effect works the opposite way too. If you have a positive thought, you’ll have positive feelings, which lead to better actions, which lead to better results. Everyone is happy!
Sales Skills Training gives you Common Knowledge.
Sales Mindset Training takes that common knowledge and gives you Common Practice!
For sales skills training to be effective you need to add sales mindset to the mix, which focuses on developing positive thoughts and feelings. It really is the only way to create long-term sales success.
Until next time,