(A check list to compare us with other trainer/writers)

INTRODUCTION

It starts with the author-trainer writer and what he or she teaches you. So, doesn’t it make sense to compare any you are considering? … I agree, it does!

I’m Mac Wilson, sales trainer, and author of EDEBISSS and all the materials offered by my company, MARSALAINC ( MARS OF ALABAMA INC). In my 50+ years in selling, sales training, sales management and company ownership, I have loved the selling game, all of it.  But far and away … sales training is the part I love most.  So, I guess it naturally follows that I also feel I do it best.  It is in giving that we receive … isn’t it ?

I learn much from other trainers … but I’m very selective in choosing from whom I wish to learn . So should you be. Therefore, in this write up I try to list my credentials in a convenient way for you to compare mine to those of all others you are considering. Then I suggest you buy your sales training materials from the one you think will help you succeed most, in selling your ideas, experiences, products or services on the web or anywhere else … I would.

If you are going to make a comparison, and we strongly urge you to do so, you’ll find this a most unusual curricula vitae.  I say that because in addition to the laundry list of where I’ve been, what I’ve been and what I’ve done, I add the most important answers to your questions of "so what?" and, "How does this make you better qualified to help me sell my stuff?"

Here’s the reason for the format. The trainer/writer is far and away the most important factor you should consider in selecting your sales training courses and/or books, to guide you in selling your products on the net or off. So we urge you to compare my record, experience and abilities to all possible trainers, writers, and sales courses you’re considering.

I hope you agree this makes sense. I think it does because in my life-long study and practice in the sales game, I’ve seen very few real sales trainers or writers who have:

• Sold in every kind of selling (ideas, products, and services)
• Trained sales people in these fields
• Written and conducted sales training courses for thousands of career-seeking sales people
• Done the same thing for sales managers and sales management training courses
• Owned and managed companies where selling was the life-blood of the companies, and
• Contracted with large publicly held companies, medium sized companies, and small companies alike to build and train sales forces … all for "the love of selling"

All too many in the sales training business have done only a part of these and try to sell you some program or book as a result. In over fifty years of studying and experiencing selling, I have found:

1. Great salesmen are not necessarily good teachers or writers.
2. Very successful and wealthy people aren’t necessarily good salesmen, sales managers, trainers, or writers.
3. Supper "skyrockets" and "bomb-shell" inspirational speakers or writers aren’t necessarily effective trainers of professional salesmen. After the excitement fades, when the rubber meets the road and the "doing" gets started, their value, all too often ends.
4. Great sales managers aren’t necessarily either great salesmen, trainers, or writers!  Management and selling are two different worlds. Selling is knowing what needs to be done in the sales game and doing it, while sales management is knowing the sales game and getting it done through other people (salesmen). These are light years apart.
5. Surely promoters, important as they may be, shouldn’t be, counted on to manage or train sales people.  Most can’t, so, buying their material may be good entertainment, conversational fodder or good source of ideas, that work for them. But it is too risky to bet your success on their ability to teach

The fact is :

So ... If you’re in a hurry, check out my laundry list to see the experience facts I bring to the table.  

If you are seriously looking for a sales trainer to teach you and/or your sales force HOW to sell, click to the narrative entitled THE SALES TRAINER. This includes answers to the "so what" questions you should be asking everyone you are considering. It gives you facts which prove why we are your best bet.

If you are in search of someone who can help you and your sales force sharpen your understanding of the selling process and perform it, professionally and successfully we’re still your best bet.

Finally, if you do decide to compare us to all others here’s a pretty good score card for you to use in making your comparison. Since your selection of the sales trainer, sales training writer and sales material may well determine the success of your efforts, compare us to anyone and everyone else.

Answer these questions about us and any other trainer/writers you may be considering:

1. Is the sales trainer/writer doing what he loves to do?
2. Has the trainer/writer selected the sales field from the very beginning of his/her career and stayed with it?
3. Has the writer sold successfully?
4. Has the writer sold various kinds of products (i.e., products, services, ideas)? The selling process is the same but the methods and procedures you use vary with these different categories.
5. Has the writer managed a sales force? Has he selected, hired, trained, supervised, transferred, promoted, and released people from selling jobs?
6. Has the trainer/writer owned his own business which depends on sales for its livelihood and existence?
7. Has the trainer/writer written and conducted sales training courses for the biggest and best organizations (IBM) to medium organizations having possibly fifty to several hundred salesmen to small organizations having a handful?
8. Has the trainer/writer written the sales training courses that he teaches and sells, rather than teaching someone else’s?
9. Has the trainer/writer kept his hand in it for his entire career because times, methods and procedures change?
10. Is the trainer/writer doing the training and writing today ... or, has he delegated it to people who work for him or with him?  Is he selling today—is he training today—is he writing today?
11. Does the trainer/writer make it easy for one to learn whether they’ve been in the sales game before or just starting?
12. Does the trainer/writer guarantee their training or your money-back … No-questions-asked?
13. Does the trainer/writer love people and sincerely want to help them succeed.
14. Will the trainer be there for you when and if you have questions?

Summary: compare us ... Then spend a few bucks  on the EDEBISSS sales training course and let’s launch your rocket.