--- title: 4 Sales Training Techniques to Give You a Competitive Edge description: Having a competitive edge requires great customer service. Sales training can help your reps land those prospects. --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## 4 Sales Training Techniques to Give You a Competitive Edge July 7, 2010 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [2 comments](https://www.salesprogress.com/progress-coaching-blog/bid/47005/4-Sales-Training-Techniques-to-Give-You-a-Competitive-Edge#comment-listing) [Training](https://www.salesprogress.com/progress-coaching-blog/topic/training), [Training Reinforcement](https://www.salesprogress.com/progress-coaching-blog/topic/training-reinforcement) ### 4 Sales Training Techniques to Give You a Competitive Edge With millions of companies out there, how do you make yours stand out? You need to have a competitive edge. Sure, you can have flashy promotions and expensive advertisements to draw customers, but it is going to be your employees that make or break a sale.                                          *Sales without Customer* *                                    Service is like stuffing money* *                                       into a pocket full of holes.*                                             -DAVID TOOMAN       Managers need to make sure that sales reps have extensive knowledge of product, but more than that, they need to be personable, friendly and there for their customer’s needs. Higher-level management should provide sales teams with constant coaching so that they can land more clients. When it comes to sales training, there are four steps that managers need to take in order to be successful: **1. Base Training** Base training usually comes in the form of a workshops, webinars or e-learning courses. The sessions should be short, and they should occur over a period of time. It is important to recognize that training reinforcement is necessary because, as a study by Sales Performance International found, participants in sales training seminars forget half of what is taught within 5 weeks. **2. Practice** Practice sessions do not need to be painful or even uncomfortable. Facilitating practice or role-play sessions is critical for people to develop positive and consistent selling habits. **3. Coaching** Coaching does not mean telling an employee what to do when they have a problem. Instead, managers need to help sales reps through their issue. It is about asking questions and letting reps come to the decision or solution on their own **4. Feed the Mind** The key to feeding the salesperson’s mind is to facilitate learning using simple things like books and articles.  A critical component of doing this is to build in accountability.      To learn more about how to effectively train your employees to enhance sales performance, click here to download our FREE [white paper](https://www.salesprogress.com/four-steps-to-sales-training-sucess/) and [power point](http://slidesha.re/a27rTl). [Handling Price Objections Should Not Mean Price Reduction](https://www.salesprogress.com/progress-coaching-blog/bid/46920/Handling-Price-Objections-Should-Not-Mean-Price-Reduction) [Top 5 Sales Quotes from the Top 5 Sales Gurus](https://www.salesprogress.com/progress-coaching-blog/bid/47084/Top-5-Sales-Quotes-from-the-Top-5-Sales-Gurus) ### About Author ![Tim Hagen](https://app.hubspot.com/settings/avatar/f1c7d47389e089ace5c6d5604e49f7c5) Tim Hagen Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee. 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