6 Best Ways to Learn How to Sell

Sales is the process of identifying potential customers’ needs and guiding them toward purchasing a product or service that meets those needs. One of the important aspects of sales is the act of selling itself, which is about using specific strategies or methods to persuade customers to purchase. To learn how to sell, it’s essential to focus on honing key skills, such as understanding buyer psychology and adopting proven techniques that effectively influence purchasing decisions.

Choosing the best method for learning how to sell largely comes down to several factors, including budget, time availability, learning style, and the desired depth of knowledge. Some learners prefer structured, self-paced learning, while others thrive in interactive, real-world environments. For example, one of the best ways to learn sales for beginners is through books, as they are affordable and accessible. However, they come with the downside of not being particularly interactive. For this reason, online sales courses and AI sales training apps have become particularly popular in recent years, allowing you to hone your skills with training modules that structure your learning. While sales coaching and workshops are generally considered a great sales training method, they are best suited to those who have fully committed to a career as a salesperson and are willing to invest significantly for advanced coaching and insights.

Each method for learning sales serves unique purposes and offers different advantages, making it crucial to select the most suitable approach based on personal needs and circumstances.

The 6 best ways to learn how to sell are listed below.

• Use AI Sales Training Tools: AI-driven platforms like Second Nature, Saleshood, and Spekit are excellent tools for enterprise-level sales training, offering on-demand training through real sales simulations and instant feedback. A great option for individual sales training is Salesbuddi, which provides personalized coaching and real-time guidance to help users improve their selling techniques.
• Read Sales Books: Learning sales via books and audiobooks provide in-depth knowledge of sales techniques, buyer psychology, and real-life examples from successful salespeople. Sales books are a self-paced way to build foundational skills and offer timeless sales strategies.
• Learn from a Sales Coach: Sales coaches offer one-on-one or group mentorship, providing tailored feedback to address learners’ specific weaknesses and refine their sales approach. The personalized guidance of sales coaches helps accelerate learning and build confidence through practical and real-world selling advice.
• Attend Sales Workshops: Sales workshops provide interactive, hands-on learning, often led by industry experts, and include immediate feedback from instructors and peers. The focus of sales workshops is usually on practical skills through real-world case studies. Sales workshops provide an excellent opportunity to network with other professionals.
• Sign Up for a Sales Courses: Learning sales via online sales courses offers structured curriculums that teach various aspects of selling, with resources like quizzes, case studies, and certificates upon completion. Online sales courses cover a range of skill levels and platforms even offer sales training for free.
• Gain Real-World Experience: Gaining real-world sales experience through direct customer interactions allows learners to refine sales techniques and strategies, handle objections, and adapt to different selling situations. Learning sales via real-world experiences is the most effective way to build confidence and practical skills through trial and error.

1.  Use AI Sales Training Tools

In an era driven by rapid advancement in technology, AI-based sales training tools are revolutionizing the way people learn to sell. These tools leverage artificial intelligence to provide personalized coaching through interactive roleplays, real-time feedback, and analysis of sales conversations.
Some notable AI-powered sales training platforms include Second Nature, Spekit, and SalesHood, all of which are geared towards enterprise-level sales teams. These platforms provide advanced features like role-play simulations, detailed analytics, and team collaboration tools. For learning to sell as an individual, one of the best apps on the market is the new Sales Buddi app, which focuses on the psychology of selling. Sales Buddi teaches sales techniques and strategy in a module format, providing additional tools and resources such as calendar integration and an online community to reinforce the concepts taught.
AI sales training tools come with a range of advantages. One of the biggest benefits is their 24/7 availability, allowing users to train whenever it suits their schedule. These tools offer personalized learning paths, adjusting to the user’s progress and focusing on areas that need improvement. Real-time feedback during roleplays or mock sales calls helps users refine their techniques instantly, making the learning process more effective. AI tools allow salespeople to learn at their own pace, which enhances knowledge retention and ensures the training fits into their busy schedules.

While AI sales training tools offer huge benefits, there are a couple of disadvantages, the main one being a lack of human interaction. As an online learning method, these tools don’t usually provide “in-person coaching”, which is a drawback for people with certain learning styles. However, the integration of Artificial Intelligence mitigates this downside by offering interactive responses targeted at the individual. Through advanced algorithms, AI tools can adapt training content, providing tailored scenarios and guidance that address individual weaknesses, giving users a more customized learning experience.

To find a suitable AI sales tool, start by researching reputable platforms and apps known for their innovative approaches to sales training. Many AI sales trainers offer features like speech analysis, role-playing exercises, and detailed reports on areas for improvement, such as objection handling and closing techniques.

When evaluating the effectiveness of a sales training tool, it’s important to choose an option that allows you to practice core sales techniques and refine your strategies at your own pace. However, it’s crucial to combine AI-based training with real-world examples to get the most out of your learning experience. Most AI sales platforms are on the more expensive side, costing up to $3000 annually, whereas an app like Sales Buddi is available for $40 on a monthly subscription basis.

2.  Read Sales Books

Sales books provide in-depth knowledge of methodologies and real-world examples from top salespeople. Classic books like How to Win Friends and Influence People by Dale Carnegie offer time-tested advice and insights into how countless people have climbed up the ladder of success in their business and personal lives. Reading sales books provides you with inspiration for developing your sales skills, helping you adapt to different selling situations, refine your techniques, and gain a deeper understanding of the psychology behind successful selling.

The advantages of reading sales books include gaining in-depth knowledge from industry experts, exploring diverse perspectives on sales strategies, affordability, accessibility, and the flexibility of self-paced learning. Books allow you to learn directly from industry experts, offering deep insights into complex topics through detailed frameworks, strategies, and real-world case studies. For example, SPIN Selling by Neil Rackham provides a comprehensive framework for understanding the psychology behind successful sales interactions. Books offer diverse perspectives on sales strategies, as each author brings a unique approach. Whereas more general books like How to Win Friends and Influence People emphasize building relationships and trust, more specialized works like Jeffrey Gitomer’s The Little Red Book of Selling focus on practical, straightforward tactics for closing deals. These varied approaches provide a well-rounded understanding of sales techniques. Another advantage of books as a method of learning sales is that they are both affordable and accessible, making them an easy-to-obtain resource for anyone looking to improve their selling skills. Sales books are available in a variety of formats, including print, e-books, and audiobooks, meaning anyone is able to access them. Sales books are generally one of the most affordable methods of learning sales, especially compared to formal courses or personal coaching. A typical sales book costs anywhere from $5 to $50 on Amazon and other e-commerce platforms, depending on your preferred format. The self-paced nature of reading allows you to absorb and revisit complex concepts at your own speed, ensuring a deeper grasp of sales techniques, buyer psychology, and other essential skills compared to time-constrained seminars or workshops typically allow

While reading sales books offers tremendous benefits for learning sales, the downsides are important to consider. One of the main drawbacks of sales books is the lack of interactivity and, in some cases, the inability to access modern sales strategies. While reading sales books offers great theoretical knowledge, they don’t really offer real-time feedback or hands-on practice. For example, understanding SPIN Selling concepts is useful, but if you don’t apply the SPIN method (Situation, Problem, Implication, Need-Payoff) in real sales situations, the lessons are likely not to translate into tangible results. Another key downside of reading sales books is the inability to access modern selling techniques. This is because some classic books do not fully account for modern sales practices, such as social selling, digital tools, or automation, requiring readers to seek out additional resources to stay current. For instance, How to Win Friends and Influence People was written by Dale Carnegie in 1936. Although it covers core sales principles like empathy and active listening, it doesn’t address modern sales practices such as digital communication, social selling, or CRM tools. By the same token, the Little Red Book of Selling covers tips on prospecting, closing deals, and building relationships, but it doesn’t cover sales automation tools, AI (Artificial Intelligence) lead generation, and social selling platforms.

The effectiveness of reading sales books largely depends on how well you translate theory into practice. While they are highly effective for foundational learning, to be truly useful they require disciplined application in real-world scenarios. We recommend mixing your reading with structured practice. Start by taking detailed notes and developing a system to regularly review and apply key concepts in your daily sales activities. For example, after reading The Psychology of Selling by Brian Tracy, it’s a good idea to practice the techniques outlined in the book, such as focusing on customer emotions, in your next sales meeting. After reading Sell with a Story by Paul Smith, work on your sales pitch to incorporate storytelling techniques that engage your audience and make your message more memorable. In general, a great way to improve your sales skills through books is to create your own self-paced learning schedule by recording your calls and then playing them back to analyze what you did well and what you could improve for next time. Engaging with sales communities or book clubs is another great way to reinforce these lessons and provide a platform for discussing real-world applications.

To start learning from sales books, it’s best to select ones that align with your skill level and specific sales goals. For beginners, “New Sales. Simplified.” by Mike Weinberg offers a great foundation for prospecting and building pipelines. More advanced sales professionals are likely to find value in “The Challenger Sale”, by Brent Adamson and Dixon Matthew, which is focused on reshaping customer interactions. Other sales books we recommend include “To Sell Is Human” by Daniel Pink, which focuses on understanding the changing nature of sales in the digital age, and “Sell with a Story” by Paul Smith, which teaches the power of storytelling in closing deals. To improve your prospecting techniques, “Fanatical Prospecting” by Jeb Blount is an excellent resource. Book summaries or apps like Blinkist help speed up learning if you’re short on time but looking for key takeaways.

3.  Learn From a Sales Coach

Working with a sales coach is an excellent way to get personalized guidance as a beginner. Sales coaches are professionals with expert knowledge to share, who are on top of the latest trends and market conditions. Whether it is one-on-one or in group settings, sales coaches typically create tailored strategies based on beginners’ specific needs, strengths, and goals. Popular sales coaches like Grant Cardone, known for his 10X sales strategies, offer both free and premium sales programs that cover everything from mindset shit to tactical selling techniques.  Sales coaches hold learners accountable for their progress, providing real-world experiences that are applicable right away, thereby accelerating the learner’s steps in their sales journey.

The advantages of learning from sales coaches include access to personalized coaching, improved accountability, and industry experiences. Unlike generic advice from books or courses, a sales coach helps you progress and learn more efficiently through sharing strategies and constructive criticism that directly addresses your challenges. For example, a sales coach is able to analyze your specific approach and identify areas for improvement if you’re struggling with specific aspects of sales like handling objections or closing. Sales coaches provide a tailored approach that accelerates your learning curve. This in turn helps build confidence and competence, especially in live sales scenarios. As a beginner in sales, another major advantage of working with a sales coach is accountability. A sales coach helps you stay motivated and on track to achieve your goals. For instance, when you are working on improving your cold-calling skills, a sales coach will typically help set weekly targets and check-ins regularly, ensuring you’re making progress and not letting challenges hold you back.  During training with a sales coach, you benefit from their extensive experience and industry insight. This allows you to benefit from tried and tested methods and techniques for sales.

Although learning sales from sales coaches has its own benefits, there are disadvantages as well. One major downside is cost, which is sometimes significant. Well-known coaches like Grant Cardone or Jeb Blount typically charge anywhere from $500 to $20,000 for premium coaching packages, depending on the duration and number of sessions. This cost is generally prohibitive for beginners or those who are just starting out in sales. Another potential drawback for beginners is that finding the right sales coach is often challenging. Not every coach’s methodology or style will align with your specific learning needs or goals. It’s best to choose a sales coach that matches not only your preferred learning objectives or goals but your budget as well.

To start with learning from a sales coach, explore free resources from top sales coaches, especially if hiring a private coach is outside your budget. Grant Cardone, for instance, offers a wealth of free content on YouTube and in webinars, giving you a taste of his methodologies without the high price tag. Other reputable sales coaches, like Jeb Blount, who authored Fanatical Prospecting, and Victor Antonio, the author of Sales Models: 50 Models for Effective Selling, provide free podcasts and video content alongside their paid services. For sales beginners seeking personalized coaching, start with affordable group sessions or lower-tier services that offer valuable insights without the steep price of private sessions. Look into platforms like LinkedIn Learning, where experienced sales coaches provide structured, more affordable courses.

Sales coaching is highly effective due to its customized nature. The ability to get direct feedback on your sales technique from an expert makes a significant impact, especially when implementing their advice in real-world scenarios. For example, a coach might work with you on building rapport, giving you the skills to get more in touch with a prospect’s needs and mindset. This hands-on nature of sales coaching helps accelerate development faster. However, the effectiveness ultimately depends on the effort and practice you put into applying what you’ve learned.

Look into other reputable sales coaches like Sabri Suby, Gary Vee, Robert Cialdini, Jeffrey Gitomer, and Jill Konrath, all of whom offer both free and paid resources. For sales beginners on a tighter budget, coaches often provide free podcasts, YouTube channels, and webinars that cover key sales concepts. Smart Sales Coaching, Sales Insight Lab, and Blount’s Sales Gravy Academy are examples of structured online coaching programs, while YouTube channels like Jeffrey Gitomer’s offer practical advice and live demonstrations that benefit beginners and advanced salespeople alike.

4.  Attend Sales Workshops

Sales workshops are a dynamic way to learn the art of selling in an interactive environment. These sessions often feature industry experts who share their knowledge through practical exercises. During sales workshops, participants actively learn and practice sales techniques through real-time exercises and feedback. For example, organizations like Sales Hacker and Sandler Training offer workshops that cover everything from lead generation to closing deals. This provides participants and attendees with actionable insights into modern sales strategies. Sales workshop sessions usually focus on specific sales aspects like objection handling or prospecting, making them highly targeted and practical.

One of the key advantages of sales workshops is that they offer hands-on learning experiences in a safe setting. This allows participants and attendees to immediately practice and apply new sales techniques, from handling objections to building rapport effectively. During workshops, participants receive instant feedback from instructors and peers, which is usually invaluable for correcting mistakes and sharpening their sales skills. Another key benefit of sales workshops is that they provide excellent networking opportunities. Beginners are introduced to a community of peers and industry experts, allowing them to build relationships with other sales professionals and potentially land new clients or business opportunities.

The disadvantages of learning to sell via sales workshops are associated with the cost and limited availability. Sales workshops are sometimes expensive, especially when led by top industry experts. Prices for these events range from $100 to over $10,000, depending on the duration and the reputation of the instructors. Sales workshops are often restricted by location and scheduling, making it difficult for some individuals to find sessions that align with their needs and availability. In-person workshops usually require travel expenses, which add to the overall cost, and require learners to take time off work, which is not always feasible.

The best way to learn to sell via sales workshops is to identify your specific sales weaknesses or areas where you’d like to improve, such as cold calling, negotiation, or closing deals. Then, look for workshops that align with those needs. Platforms like Eventbrite, LinkedIn, and even company websites like Sandler Training often list upcoming workshops, both virtual and in-person. Virtual workshops are more affordable, costing around $100-$4000 per day, and are convenient, while in-person events, like those hosted by Sales Hackers, often come with networking perks. Before attending a sales workshop, learn about the instructors and read reviews to ensure the workshop offers high-quality training. Many organizations, like Sandler Training, cost around $400-$3,000 depending on the package and offer local and virtual options, making them accessible regardless of your location.

Sales workshops are relatively effective for developing practical sales skills quickly, if they are done well. The immediate application of techniques and feedback from experienced sales professionals accelerate your learning curve. However, the long-term effectiveness of these sales workshops depends on the commitment of the learner. Sales beginners who attend these workshops must continuously practice and apply the knowledge gained in real-world scenarios. Without consistent reinforcement, the skills acquired in a workshop will likely diminish over time.

Reputable organizations like RAIN Group, Hubspot Academy, Salesforce Academy, and Dale Carnegie Training offer general and specialized workshops covering all sales aspects. RAIN Group hosts local and virtual workshops tailored to various levels of sales experience, while Hubspot Academy frequently offers workshops on modern sales techniques. To find local or virtual sales workshops that fit your schedule and budget, search for these on event websites like Eventbrite and Meetup.

5.  Sign Up for a Sales Course

Online and in-person sales courses provide a structured learning environment, making complex concepts accessible to beginners. These courses are designed to build knowledge progressively, starting with fundamental techniques and advancing to more sophisticated strategies, often incorporating practical case studies or assessments. Covering a range of topics from basic principles to advanced tactics, sales courses offer invaluable real-world insights from seasoned professionals, ensuring an efficient and rewarding learning experience. For example, Coursera’s Mastering Sales: A Toolkit for Success from the Kellogg School of Management teaches essential skills like prospecting, relationship management, and closing deals. The program includes five live sessions with Craig Wortmann, over 30 sales tools, peer learning opportunities, and personalized feedback. Engaging with fellow students further enhances the experience, fostering collaboration and shared growth.

The advantage of learning sales via online sales courses is the ability to access structured learning. Sales courses provide comprehensive and structured education, ensuring you learn everything from basic principles to advanced sales tactics. Many online courses include interactive elements like quizzes, peer reviews, and real-world case studies, making them more engaging. Upon completion, courses often offer certifications, which add credibility to your resume and LinkedIn profile, especially when earned from reputable platforms like Coursera, Udemy, and LinkedIn Learning. Another key benefit of signing up for online sales courses is the ability to learn from expert instructors. In a sales course, learners benefit from the insights of seasoned professionals who bring real-world experience to their teaching. One example of a successful course is Coursera’s Introduction to Negotiation: A Strategic Playbook for Becoming a Principled and Persuasive Negotiator, taught by Barry Nalebuff, a Milton Steinbach Professor of Management at Yale School of Management. Expert instructors provide valuable, industry-specific advice that enhances the understanding and practical skills of learners.

The cost and time commitment are the key disadvantages of signing up to learn via online courses. The cost of sales courses varies widely. For example, basic courses on platforms like Udemy range from $4 to $200, but accredited courses from universities usually cost several hundred to thousands of dollars. For instance, the Strategic Sales Management Course at the Harvard Division of Continuing Education costs $2,990. On the other hand, online websites like Coursera offer professional certifications that start at $49. Beyond the cost, time commitment is another substantial factor to consider when signing up for online sales courses. This is because many sales courses require a substantial time investment, which is challenging for individuals balancing other responsibilities or looking for faster learning solutions.

To learn sales by signing up for the online course, identify your specific sales needs in terms of whether you want to focus on foundational skills or advanced techniques like negotiation or digital sales. Beginners in sales are likely to benefit from online courses like Sales Fundamentals on Udemy, which covers the basics, while more seasoned sales professionals are likely to choose Strategic Sales Management Specialization on Coursera or Mastering Sales: A Toolkit for Success by Northwestern University. Free trials or audits of courses help learners evaluate the content before committing financially. Check out Hubspot Academy’s Sales Training for High Performing Sales Teams if you’re looking for something more formal, structured sales education aimed at the corporate level.

Sales courses are highly effective for building a solid theoretical foundation. They are particularly valuable for new sales professionals looking to gain a broad knowledge base or those wanting to specialize in specific areas like B2B sales or digital marketing. However, the effectiveness of any course depends on how well the learner is able to apply the lessons in real-world sales situations. Certification is an added bonus for job seekers or those looking to enhance their professional credentials.

Other valuable sales resources to explore are courses like Sales Strategies and Approaches in a New World of Selling on LinkedIn Learning, Sales Machine: The Sales Training B2B Master Course on Udemy, or Negotiation, Mediation, and Conflict Resolution Specialization on Coursera.

6.  Gain Real World Experience

Real-world sales experiences are the most valuable lessons that theory alone cannot offer. Hands-on sales experience from internships, part-time jobs, or volunteer positions allows you to apply sales methodologies, build confidence, and develop a deeper understanding of customer needs. Whether selling products, services, or ideas, learners are able to gain first-hand exposure to customer behaviors, objections, and buying decisions through real-world experiences. For example, someone in an entry-level sales role at a SaaS (Software-As-A-Service) company might be tasked with cold emailing prospects, where they’ll immediately experience the challenges of engaging leads and closing deals.

One of the most significant advantages of real-world experience is the accelerated learning curve. Every interaction with a customer teaches valuable lessons on how to communicate effectively, handle objections, and adjust your sales approach. The feedback you receive is immediate, regardless of whether you get a closed sale or a rejection. That way, you learn quickly what works and what doesn’t. This hands-on experience helps build confidence, adaptability, and resilience, which are essential personality traits in sales.  Another key advantage of real-world experience is the increased ability to understand customer’s needs. Interacting with real customers gives beginners invaluable insights into understanding the nuances of customer needs and preferences. For instance, spending time on the sales floor or conducting one-on-one consultations provides a deeper appreciation of how to tailor solutions that resonate well with clients. Over time, the accelerated learning curve and the experience of understanding customer’s needs allows beginners to refine their techniques based on real customer responses rather than hypothetical scenarios.

While there are significant merits, learning sales via real-world experiences comes with its own risks. One of the key disadvantages of real-world experiences is that the mistakes made in real sales interactions often lead to lost deals, upset customers, or missed revenue opportunities. Without proper guidance or mentorship, it’s easy to develop bad habits or struggle to recover from errors. This learning process is likely to be slow, as each mistake must be corrected through trial and error, which takes time and impacts your results. For example, a new salesperson at a B2B company might lose a huge deal because they didn’t fully understand the client’s pain points, which could have been prevented with proper preparation.

To gain practical experience, consider starting with an entry-level sales role, such as a sales development representative (SDR) or customer service position where you interact with prospects and clients. Internships or freelance gigs offer valuable exposure if you’re a student or new to the field. Look for opportunities where you’ll be actively involved in the sales process, from generating leads to closing deals. For those already employed, consider taking on additional sales responsibilities or shadowing senior sales representatives to gain insight.

Real-world experience is one of the most effective ways to master sales, as it forces you to think on your feet, handle objections, and adapt to customer needs in real time. The practical skills a beginner develops through real-world experiences are immediately applicable and transferable across industries. Unlike theoretical learning, learning sales via real-world experiences helps you internalize the sales lessons quickly, especially when dealing with different buyer personalities or complex negotiations.

In order to get hands-on experience, look for internships or entry-level positions in sales roles that interest you. Even volunteering for a non-profit will provide valuable selling experience.  Most companies hiring for these types of roles provide onsite training and ample resources, and you will receive feedback from mentors or colleagues to help guide your learning and avoid common pitfalls.

Why Is Learning Sales Important?

Learning sales is important because it equips individuals with key skills like negotiation, active listening, and problem-solving. Whether you’re a business owner, marketer, or salesperson, mastering sales principles helps you communicate effectively, persuade, and build strong relationships with clients or stakeholders.

Sales proficiency significantly affects a person’s career trajectory, opening doors to new opportunities. More than half of US graduates will work in sales at one point in their lives, according to a report from the Pew Research Center. Entitled The State of American Jobs, the 2016 report covers key trends in the U.S. labor market, including data about the sales sector and the number of individuals who transition through sales roles at some point in their careers. Understanding sales principles helps people better comprehend consumer behavior and drive business success, regardless of industry. In today’s competitive landscape, being adept in sales sets you apart from others, ensuring your ideas, products, or services gain the attention they deserve.

What are some effective Sales Tips for Beginners?

The 5 most effective sales tips for beginners are provided below.

• Build Rapport: Building rapport is a crucial aspect to learn for a beginner in sales. When you build rapport with your customers or clients, you establish trust. This, in turn, makes your prospects more open to what you’re offering. One of the best ways to build rapport with your prospect is to become genuinely interested in their business and show empathy toward their challenges. If you’re meeting with a client in the tech industry, you could mention recent trends or challenges you both face. This helps to create a connection and break down barriers.
• Ask The Right Questions: Asking open-ended and thought-provoking questions is a surefire way to uncover the pain points and needs of your prospects. For instance, instead of asking, “Are you happy with your current software provider?” ask, “What challenges are you facing with your current provider that you’d like to resolve?” This is a forward-thinking approach that encourages the prospect to share more details. This provides you with the opportunity to tailor your pitch accordingly.
• Know Your Product Inside Out: As a beginner salesperson, you must have an in-depth knowledge of your product as it allows you to confidently communicate the benefits of your offering, address any questions, and ultimately close more deals. For example, when asked by a customer how a specific feature works, you must be able to clearly explain its functionality and benefits. As a bonus, you should include the use case and case studies that show your expertise and maintain trust. When you know your product well, you are then able to highlight lesser-known benefits that may resonate with the customer’s needs.
• Prepare for Objections: Improving objection handling is effective for beginners in sales. Prospects will often raise concerns or doubts before making a decision. The best way to improve objection handling is to listen to your client’s or customer’s objection, empathize with their concerns, and then provide a reasoned response that reframes the issue. For instance, if a customer says, “This is too expensive,” you could respond with, “I understand the price concern, but let me show you how this investment saves money in the long term by reducing maintenance costs.” That way, you turn potential setbacks into opportunities and increase your chances of closing more deals.
• Sell Solutions That Address Specific Challenges: As a beginner in sales, you must understand how to sell your solutions to address your client’s or customer’s challenges. Instead of focusing on product features, frame your offering as a solution to the specific challenges voiced by your prospect. For example, if you’re selling a project management tool to a prospect struggling with team coordination, emphasize how your tool improves collaboration and streamlines communication. That way, you’ll be able to shift the conversation from what the product does to how it solves the prospect’s unique problems and delivers them value.

Is Undertaking Sales Training Expensive?

It depends. Whether or not sales training is expensive largely comes down to the types of sales training approach you choose. For instance, sales training apps and sales books offer affordable learning options that are usually less than $50, while hiring a sales coach or attending workshops costs anywhere from $100 to $20,000. The cost of sales training is largely determined by demand, where top-tier workshops or world-renowned coaches are able to charge premium pricing.

The cost of different sales training options is listed below.

• Sales Training Apps: Sales training apps have come on the market relatively recently, particularly due to technological improvements and the advancement of AI. These apps have become increasingly popular in recent years, and are a cost-effective way to commit to learning to sell without breaking the bank. For example, the new Sales Buddi app is an affordable option at only $40 monthly, providing personalized sales instruction and tools, as well as access to a global online sales community. By comparison, an app like Mindtickle primarily serves enterprise sales teams and costs up to $2,500 per year.
• Sales Books and Audiobooks: Sales books and audiobooks are another affordable way to learn sales, with prices typically ranging from $5 to $50 per item. While they provide deep insights from experienced salespeople, they don’t offer interactive or personalized learning experiences.
• Sales Coaches: Hiring a sales coach is likely one of the most expensive options, with costs ranging from $500 to over $20,000 per session, depending on the coach’s reputation and expertise. While hiring sales coaches is expensive, one-on-one guidance and personalized feedback significantly accelerate your sales success.
• Sales Workshops: Sales workshops cost anywhere from $100 to over $10,000 for a multi-day session. They offer hands-on learning and immediate feedback, but are time-bound, requiring travel or time off work for in-person events.
• Online Sales Courses: Online sales courses range from $4 for basic courses on platforms like Udemy to $5,000 for advanced programs offered by universities or top sales institutions. They provide structured learning and certifications but often require a significant time commitment.
• Real-World Experience: Gaining experience in a sales role is technically free, as it’s part of on-the-job learning. However, mistakes made during this process are costly for your business in terms of lost revenue or opportunities.

Do You Need Particular Traits to Become a Good Salesperson?

Not necessarily. While traits like strong communication, empathy, and resilience are helpful, anyone can develop the skills needed to be a good salesperson through training, practice, and experience. Success in sales often comes from learning and improving over time, rather than relying on natural traits alone. That being said, there are five particular traits that tend to make a good salesperson. These traits are strong communication skills, resilience, empathy, adaptability, confidence, and curiosity.

More information on each of the 5 particular traits useful for becoming good at sales is provided below.

• Strong communication skills: Strong communication skill is one of the key traits of a great salesperson. A salesperson must be able to clearly articulate the value of their product or service. Strong communication skills help a salesperson tailor their message to resonate with the specific needs and concerns of each client or customer. Communication for salespeople involves both speaking persuasively and simplifying complex information for prospects. The end goal is for the prospect to fully understand the solution that is behind the offer, both practically and on an emotional level. Communication skills for a salesperson extend to verbal interactions and non-verbal cues like body language, facial expressions, and tone of voice. Whether it is in oral or written communication, such as emails and proposals, a good salesperson must maintain clarity, professionalism, and persuasiveness, ensuring their message is effective at all times.
• Resilience: Resilience is another key trait every effective salesperson needs. Sales is largely a numbers game, and a salesperson often faces a lot of rejection and failure in the course of carrying out their role. Many salespeople have multiple “no’s” before they secure a “yes,” and maintaining motivation through these setbacks is essential. Rather than viewing rejection from the perspective of personal failure, a resilient salesperson sees it as an opportunity to learn and improve. This key trait helps them maintain a positive outlook, even in the face of challenging sales targets or tough competition.
• Empathy: Empathy is the ability to understand and share the feelings of others. In sales, building trust and rapport with clients or customers is essential. An empathetic salesperson is able to put themselves in the customer’s shoes, truly understanding their concerns, needs, and desires. This emotional insight allows them to offer more personalized solutions that feel authentic and relevant to the customer’s specific situation. As an empathetic salesperson, you’ll be able to spot subtle emotional cues such as hesitance or excitement. This allows you to adapt and deploy the right approach to address any unspoken concerns of your clients. That way, you’ll be able to build long-lasting relationships based on trust, which leads to higher customer retention and referrals.
• Adaptability: Adaptability is another key trait of a salesperson. Every customer, industry, and sales situation is unique, and market conditions, customer needs, and company offerings also evolve. That’s why you must be agile to stay relevant as a salesperson. Whether it’s adjusting to new technology or learning a new product, you must be flexible enough to adapt your pitch, tone, and approach depending on your target customers or client. For instance, you need to come in from a data-driven approach when selling to a technical expert, whereas selling to a more relationship-oriented client usually requires a personal, story-driven method. It’s helpful to have the ability to spot these differences as it allows you to build better rapport and increase your chances of closing the deal.
• Confidence: Confidence is another common key trait of a successful salesperson. Customers and clients are more likely to trust a salesperson who is self-assured than one who is not. This is because when a salesperson is confident, it portrays competence and reliability. A confident salesperson believes in the value of their product or service and conveys that belief with conviction, which helps persuade the customer that they are making a smart decision. Confidence enables salespeople to handle objections and rejection more effectively. When salespeople believe in their abilities and their offering, they are able to navigate difficult conversations or customer doubts without losing their composure. This level-headed approach is likely to convert hesitant prospects into buyers, as the salesperson remains calm, persuasive, and professional in the face of pushback.

Where Can I Learn to Sell Online?

There are four main ways to learn to sell online. These are AI-based sales tools, online courses, sales webinars & podcasts, and YouTube channels. These platforms provides you with the opportunity to engage in sales communications and follow experienced professionals for tips and strategies, all from the comfort of your own home.

More information on each of the 4 main ways to learn to sell online is below:

• AI-based Sales Tools: Artificial intelligence (AI) has revolutionized sales training by offering platforms that analyze performance and provide actionable insights. Tools like Gong, Chorus, and Outreach use AI to transcribe and analyze sales calls, providing feedback on conversational patterns, buyer sentiment, and overall sales strategies. A new app on the market, called Sales Buddi, stands out by offering a more personalized, interactive approach to online sales training. It uses psychological profiling through value archetypes, impulse recognition, and neuro-linguistic programming (NLP) to help salespeople understand how customers communicate and think. This allows users to adapt their negotiation and follow-up strategies by speaking the customer’s language. In addition, Sales Buddi provides calendar integration for applying what you learn to real sales meetings and access to a global online sales community.
• Online Courses: Platforms like Coursera, Skillshare, Thinkific Labs, Mighty Networks, Podia, Udemy, LearnDash, LearnWorlds, Kajabi, Teachable, and Udacity offer both free and paid comprehensive courses covering topics from basic sales techniques to advanced strategies. For instance, Coursera, in partnership with Hubspot Academy, offers sales courses such as Sales Training for High Performing Teams, helping sales professionals understand sales strategies regardless of their career level. Udemy has a course titled Sales Training: Practical Sales Techniques created by Chris Croft, an international speaker who’s been teaching sales skills to companies for over 20 years. These online platforms offer structured learning approaches with video lectures, assignments, and quizzes.
• Sales Webinars and Podcasts: Many industry experts conduct free or low-cost webinars and podcasts that provide valuable insights into the latest sales techniques and trends. For example, Jeb Blount frequently hosts webinars/podcasts, the “Sales Gravy” podcast. The Advanced Selling Podcast is hosted by Bill Caskey and Bryan Neale. These webinars and podcasts provide attendees and listeners with actionable sales strategies. During these webinars and podcasts, these hosts are able to share their strategies, frameworks, tips, and tricks to help you leverage your talent, grow your skills, and achieve success in sales. Participants are allowed to engage directly with experts and ask questions, enhancing the learning experience.
• YouTube Channels: Numerous sales professionals utilize YouTube to share tips and strategies, making learning accessible and engaging for a wide range of audience. Channels like “The Sales Evangelist,” hosted by Donald Kelly and “Grant Cardone” hosted by Grant Cardone, offer practical advice on topics such as closing techniques and overcoming objections. On these YouTube channels, it is possible to find motivational content and sales strategies that inspire you to elevate your sales game.

How to Learn Sales for Free?

There are four main ways to learn sales for free. These are online resources, sales blogs, local libraries, and network events. These resources are developed by experienced sales professionals providing you with the opportunity to learn for free and practice through role-playing and life-scenario sessions.

More information on each of the four main ways to learn sales for free is below:

• Online Resources: Free online resources, such as Coursera, EdX, Khan Academy, LinkedIn Learning, Code Academy, Udemy, and YouTube, offer valuable sales courses and tutorials without absolutely zero cost. The sales courses on these platforms are developed by experienced sales professionals covering a range of topics, including cold calling, negotiation techniques, and sales funnels, enabling learners to develop sales skills without costing them a cent. Taking advantage of these free materials allows you to gain foundational knowledge and advanced strategies directly from experienced professionals.
• Sales Blog: Sales blogs and articles, like those on HubSpot Academy, Heinz Marketing, Sales Hacker, Inc, Close.io, Salesbuddi.com, and Salesforce, provide actionable insights and industry trends written by sales experts. These sales resources are available onlin for free, covering a wide range of sales topics, including lead generation, closing strategies, and handling objections. They offer a great way to stay up-to-date with the latest sales techniques while deepening your understanding of key concepts.
• Local Libraries: Local libraries offer free access to books, audiobooks, and digital content that teach you sales techniques, negotiation skills, and business strategies. Many libraries provide online databases which feature industry reports, case studies, podcasts, and academic journals. With the free resources in local libraries, it is possible to learn everything you need to know about sales without incurring any cost.
• Networking Events & Workshops: Attending free networking events and workshops is another way to learn sales, as it allows you to interact with peers, experts, and industry professionals. These events often feature expert speakers, role-playing exercises, and discussions about sales trends and techniques. Beyond learning, networking events allow you to build valuable connections and gain insights from experienced salespeople.