Welcome to an exciting new world of online sales training: Fuel.
Drawing from his sales expertise and his best selling book, The Accidental Salesperson, professional speaker and sales guru Chris Lytle brings you fresh, up-to-date content in formats that are easy for you to use. The Accidental Salesperson has been translated into 5 languages and distributed worldwide, and consistently receives 5-Star reviews.
Over 5200 sellers worldwide are already current Fuel members. You can get in along with the "early adapters" by signing up for your Fuel account today!
Did you know that on average, today’s salespeople spend approximately of 17% of their time traveling to and from appointments? What better time to listen to a Fuel audio module on your iPod or mp3 player to help you land that deal? Did you also know that the average reported increase in sales as a result of listening to Chris's Just In Time sales advice is about 17%?
We can teach selling faster than salespeople can learn it. Here's the problem:
Adults have short attention spans and can be overwhelmed by long “information dumps.” That’s because 90/20/8 Rule governs how much information we can handle in one sitting.
Adult education expert, Bob Pike writing in Professional Speaker magazine says,“Adults can listen with understanding for 90 minutes,” “They can only listen with retention for 20 minutes, and we need to involve them every 8 minutes. So our maximum content chunk is 20 minutes. Why? Because past 20 minutes, people start dumping the content. They don’t retain it. We need to involve them every 8 minutes, because the average high school graduate in the U.S. has watched 19,000 hours of television by graduation and only been in class 14,000 hours. Commercial television never goes more than 8 minutes without a break.”
That’s a far cry from what happens in most sales meetings, training sessions and seminars.
The Automatic Sales Improvement Process is a response to this phenomenon. Training is not about the delivering content. It's about learning involvement--discussing the content on conference calls, in sales meeting and coaching sessions. It's the difference between learning in a college lecture hall with 1200 freshmen or an honors class. In an honors class, you meet in small groups to discuss and debate topics with the professor and each other. The honors class is the better model to drive learning.
In Fuel, the content runs from 7 to 18 minutes. We’ve even added some :60 and :90 second audio and video knowledge bytes. That is not an accident. There is no sense trying to digest sales training in day long or (worse yet) week long information dumps.
Fuel Your Future,