Newspaper article THE JOURNAL RECORD

Selling Real Sales Techniques

Newspaper article THE JOURNAL RECORD

Selling Real Sales Techniques

Article excerpt

After retiring from the military, Kevin Long dove into sales. As part of that effort, he was exposed to the world of sales training. And he wasn't impressed with what he saw.

When Long attended his first sales training seminar after leaving the military, his initial reaction was that the instructor was "building up to something." When that "something" never came, Long decided he could do the same job as the instructor, only better.

"That was the worst seminar I had ever been to in my life," he said.

Long decided that if a presentation that poor could command the money of business customers, his own knowledge and skills developed as a military recruiter would be equally marketable.

Today, Long is the chief executive officer of Alternative Marketing & Recruiting, where he provides "time tested" training in professional sales methodology to the work force of small business clients.

"Not to put down all the seminar-type people, but they offer a lot of fluff, a lot of `Hey, you're a great person and you need to wake up every morning and look at yourself in the mirror and go, "I love me,"' and all this," Long said. "We don't do that. We offer real sales techniques."

Both Long and AMR's master trainer are former military recruiters. Long said that was a good way to learn the skills needed to teach sales techniques.

"Essentially, in the military, that's really all you do -- train people, over and over and over," he said.

AMR provides a basic sales course and an advanced sales course, as well as leadership courses. Each class is limited to a maximum 15:1 students-to-trainer ratio. Most classes run two to three days, although five days courses are also available. During the final day of training, students receive one-on-one attention from instructors.

After the initial training, AMR officials will even go on-site with clients.

"We're going to be there to walk along with them," Long said.

Students are also encouraged to contact AMR officials even after they've completed their training, Long said. That's one way the company is trying to differentiate itself from competitors.

Long said small businesses looking to increase their sales are his main customer base. …

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