"Simplify, Simplify, Simplify"

I have taught some very technical training but it is important to heed the advice of Thoreau and "Simplify, simplify simplify." Yes it is important that our salespeople be comfortable and competent with the technology but it is not something to hide behind. A good salesperson is able to speak to his or her audience at the appropriate levels and in a language that speaks to that audience.

Here is where a good trainer can really help a salesperson. The use of stories, analogies, metaphors and good examples can break down a technical presentation into an effective and memorable one. This is something effective trainers do all the time so if you can look at the technical products and explain them in simple terms you can help the salesperson accomplish one of his most difficult tasks.

Technology unfortunately often is used as a crutch to fall back on in a presentation. It becomes sort of a comfort zone for some salespeople. Simplifying the product will help them present effectively to other audiences such as business users and financial decision makers. I have a great example of this using a simple metaphor that I will share with you in the next entry.