People like dealing with people. True? I think so and more importantly people are more likely to buy from people they like. Putting them up against a sales system and they become nervous or resist being sold to.

That's why you sales presentation should be practiced to the extent that it becomes natural and that your training is not too obvious.

The time to make you training obvious is in the classroom. Your sales trainer will want to see that you understand and can use the techniques you've been given. It's like sitting your driving test when your trainer will suggest that you off-set your rear view mirror to ensure that it is obvious to the instructor that you are using it. Once you've passed your driving test, you'll put the mirror to a position that you only need to glance at it.

The same is true in the classroom. The sales trainer will want to see you use the techniques in an obvious way but.......that won't necessarily work for you in the real world. The secret is to understand and be able to use the sale training you have been given but to fine tune and introduce you own style to make it natural. So you don't become a script-reader or selling robort. No customer will feel comfortable with that.

In fact this 'selling by numbers' approach is like a red light to a customer. "Hang on, I know where this is going!" And the barriers go up. Keep it real.