In this episode of Selling With Sabine, certified sales trainer Sabine Taylor shares strategies for addressing customer fears about technology. She offers a key tip on how engaging demonstrations can help alleviate concerns associated with making a purchasing decision.

Sabine Taylor, host of the "Selling with Sabine" podcast, is a sales expert specializing in consumer-to-business solutions. Leveraging her knowledge of various Artificial Intelligence tools to enhance sales team efficiency, she also has a background working for large tech and holds an Adult Learning Graduate certificate, and designs effective sales training materials for her clients.

https://www.linkedin.com/in/sellingwithsabine/

In this episode of Selling With Sabine, certified sales trainer Sabine Taylor takes a unique look at the recent rap feud between Kendrick Lamar and Drake. She explores how Drake's boasting and exaggeration ultimately backfired when Kendrick carefully responded with a hit diss track, rallying other artists and fans to his side.

Sabine draws a parallel to the business world, where overzealous salespeople often underestimate customers who are actively gathering information. She emphasizes the importance of active listening and genuine responses to customer needs, rather than relying on exaggerated claims that can lead to negative experiences and damage to a company's reputation.

About Sabine Taylor

Sabine Taylor, host of the "Selling with Sabine" podcast, is a sales expert specializing in consumer-to-business solutions. Leveraging her knowledge of various Artifical Intelligence tools to enhance sales team efficiency, she also has a background working for large tech and holds an Adult Learning Graduate certificate, and designs effective sales training materials for her clients.

Sabine Taylor, host of the "Selling with Sabine" podcast, is a sales expert specializing in consumer-to-business solutions. Leveraging her knowledge of various Artifical Intelligence tools to enhance sales team efficiency, she also has a background working for large tech and holds an Adult Learning Graduate certificate, and designs effective sales training materials for her clients.

Sabine Taylor, host of the "Selling with Sabine" podcast, is a sales expert specializing in consumer-to-business solutions. Leveraging her knowledge of various Artifical Intelligence tools to enhance sales team efficiency, she also has a background working for large tech and holds an Adult Learning Graduate certificate, and designs effective sales training materials for her clients.

Sabine Taylor, host of the "Selling with Sabine" podcast, is a sales expert specializing in consumer-to-business solutions. Leveraging her knowledge of various Artifical Intelligence tools to enhance sales team efficiency, she also has a background working for large tech and holds an Adult Learning Graduate certificate, and designs effective sales training materials for her clients.

Mentioned in this podcast is the skills and career assessments available on 16personalities.com. (Click the Link). However, for a broader range of options, try searching the web for "Career Assessment" or "Skill Assessment" to find the best fit for you.

Sabine Taylor is not affiliated with any skill assessment company but is simply providing information to help professionals make career decision regarding sales.

Career Assesment: https://www.16personalities.com/specialized-tests

Sabine, the host and producer of the "Selling with Sabine" podcast, a consumer-to-business Artifical Intelligence Sales Expert with a wealth of experience working for tech companies, including telecommunications and cybersecurity. She holds an Adult Learning Graduate certificate and utilizes her Instructional Design Graduate program knowledge to design and develop sales training assets such as job aids, and micro e-learning courses for her clients.

Sabine, the host and producer of the "Selling with Sabine" podcast, a consumer-to-business Artifical Intelligence Sales Expert with a wealth of experience working for tech companies, including telecommunications and cybersecurity. She holds an Adult Learning Graduate certificate and utilizes her Instructional Design Graduate program knowledge to design and develop sales training assets such as job aids, and micro e-learning courses for her clients.

Sabine, the host and producer of the "Selling with Sabine" podcast, a consumer-to-business Artifical Intelligence Sales Expert with a wealth of experience working for tech companies, including telecommunications and cybersecurity. She holds an Adult Learning Graduate certificate and utilizes her Instructional Design Graduate program knowledge to design and develop sales training assets such as job aids, and micro e-learning courses for her clients.

Sabine, the host and producer of the "Selling with Sabine" podcast, a consumer-to-business sales expert with a wealth of experience working for tech companies, including telecommunications and cybersecurity. She holds an Adult Learning Graduate certificate and utilizes her Instructional Design Graduate program knowledge to design and develop sales training assets such as job aids, and micro e-learning courses for her clients.

Podcast Script

Welcome to episode 10. I am Sabine Taylor, the host of "Selling with Sabine" and a ChatGPT and Google Bard business-to-consumer sales performance coach and certified sales trainer. Today concludes my three-part series on sales enablement. During our time together, I'll delve into the significance of incorporating simulation tools into your sales enablement practice. To fully appreciate the material covered in this episode, please listen to episode eight and nine where I discuss sales enablement and instructional design in more detail. With this foundation, Episode 10 will offer valuable insights and make more sense to you.

Before diving into the practical applications, let's establish clear definitions. Simulation software is designed to capture the step-by-step process of completing a task within another software application. Instructional design, on the other hand, encompasses the systematic process of developing, implementing, and evaluating instructional materials to facilitate effective learning.

So, with that said, imagine you're a travel app developer partnering with an airline. The airline call center agents earn commissions when their customers download your app to book travel experiences. However, the agents themselves are unfamiliar with your app, hindering their ability to explain the download and booking process. As a result, app downloads remain disappointingly low.

So, Instructional designers can address this learning gap by utilizing screen capture tools like Tech Smith's "Camtasia." This software can help demonstrate by recording every step of the app download process. This can also help booking agents gain a clearer understanding of what their customers will need to do.

Alternatively, tools like Adobe Captivate offer a more interactive approach. They enable the recording of actions within software and convert them into many e-learning courses. This way, instead of passively watching a video, booking agents can actively click through the download process and simulate a customer's experience. However, Adobe Captivate has a steep learning curve. You can try their free trial version and take courses on platforms like LinkedIn Learning to familiarize yourself with the software.

With that said, hiring an instructional designer to create a Captivate-based e-learning course is another option if your time is limited. Now you can use these recordings to upload them to a dedicated "Education" or "How it Works" tab on your website. This way, visitors on your website can watch the recording to understand how your app functions while also finding answers to their questions.

You see, very few companies take the time to provide a comprehensive customer education library. And this actually forces customers to seek information on platforms like YouTube, where influencers often control the narrative. This can be detrimental, as influencers might showcase problems encountered when using your app, negatively impacting sales and creating vocal detractors. With that said, ensure you create screen recordings for all compatible devices, whether it's Android, iOS, Windows, or Mac.

Differences in user interfaces can dramatically affect how your app looks and behaves on different operating systems. Investing time in these screen recordings can significantly reduce app deactivations due to confused customers. However, when customers are empowered by educational content, they are more likely to download your app, leave positive reviews, and recommend your app to their network of family and friends.

As I prepare to wrap up, make sure you listen to the previous episodes where I talk about sales tips and the benefits of using artificial intelligence tools like ChatGPT and Google Bard. If you find this information useful, I kindly ask for your support by liking and sharing this podcast. Your support will help me become more discoverable by business owners, sales leaders, and professionals who want to access valuable sales coaching tips. If you're interested in contacting me or working with me, visit linkedin.com. When you land on that site, you can type in the name Sabine Taylor in the search field. In the search results, you should find Sabine Taylor "The Sales Training Architect." I respond to those messages faster. Have a wonderful day and thank you for listening.

https://www.linkedin.com/in/thesalestrainingarchitect/

Sabine, the host and producer of the "Selling with Sabine" podcast, a consumer-to-business sales expert with a wealth of experience working for tech companies, including telecommunications and cybersecurity. She holds an Adult Learning Graduate certificate and utilizes her Instructional Design Graduate program knowledge to design and develop sales training assets such as job aids, and micro e-learning courses for her clients.

Podcast Script:

Hi, I'm Sabine Taylor, the host of "Selling with Sabine," and welcome to Episode 9, the second installment of a three-part series on sales enablement. Today, I'll be discussing how enrolling in a master of instructional design graduate program has streamlined my efforts in sales enablement.

First, let's define Instructional Design: It is the science of how adults learn and which training materials and methods are most effective in helping individuals achieve their learning goals.

Now that we have the definition, allow me to describe the process of creating training materials before I embarked on my graduate journey in Instructional Design. Back then, I would develop numerous training assets with minimal user input. However, this approach was not ideal because while it may have worked for some, it did not resonate with all, resulting in frustration among certain learners.

My approach transformed once I started the Instructional Design program. I began to follow project management workflows and learning principles, such as ADDIE (Analysis, Design, Development, Implementation, and Evaluation). With this knowledge, I spent more time engaging with the end users, including them in various meetings to understand their needs and share the design drafts of the work I was creating for them.

Another advantage of following instructional design principles is that, when collaborating with a curriculum design vendor, I could effectively convey my requirements and preferences. This helped to streamline the communication process leading to quicker completion of job aids and e-learning courses I was creating, ultimately making the client or partner satisfied with my work.

Now I've noticed a growing trend where Sales Enablement teams are now hiring more Instructional Designers to assist with client training. However, many companies are still relying on PowerPoint presentations, where a marketing head delivers a presentation to investors about their product and uses the same material for partner-facing training. If this scenario applies to your situation, consider hiring a Learning and Design professional to apply Instructional Design principles to repurpose that content. This will enable you to deliver more effective partner training.

For small businesses, I recommend contracting with a Learning and Development professional to repurpose the materials you currently have. This can help bridge knowledge gaps, allowing your sales representatives to better understand the products they are selling. Ultimately, this can improve your customers' knowledge about the products, potentially reducing returns and churn.

As I prepare to wrap up, make sure you listen to Episode 8, where I talk about using artifical intelligence tools, such as ChatGPT, to determine which sales frameworks are being used by your partners. If you found this information useful, I kindly ask for your support by liking and sharing this podcast. Your support will help me become more discoverable by business owners, sales leaders, and professionals who want to access valuable sales coaching tips.

With that said if you're interested in contacting me or working with me, visit LinkedIn.com when you land on that site you can type in the name, Sabine Taylor in the search field. In the search results, you should find Sabine Taylor "The Sales Training Architect." I respond to those messages faster. Have a wonderful day and thank you for listening.

LinkedIn Profile: https://www.linkedin.com/in/thesalestrainingarchitect