Importance of Sales Training

Sales training is Sales Essential, being prepared is essential for sales success. When a sales person stands in front of a potential customer, being prepared with product knowledge, pricing and a presentation can make all the difference in the world. For this reason, the sales training process is an important aspect in the world of sales. The better trained an individual is, the better he should be able to perform in the field.

Below are some aspects why sales training is significant, shown are a small amount of the items we cover in our sales training.

Call Reluctance and Prospecting:

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting their sales opportunities even further.
In sales there is a fine line between persistence and stalking a prospect. Did you know:

• Over 50% of sales people give up at 1st contact if they get a ‘NO’ from the prospect, never to go back to that prospect again.
• At the 5th contact 7% of sales people are left to speak with the prospect to see if they can do business together.
• At the 8th contact there is only one sales person left to work with the prospect. Hopefully it is you.

So why do these figures persist? What were the successful sales people doing that the others are not? How do you capture the attention of your prospects and determine whether or not they want to engage with you and how often should you be making contact?

Our Sales Training will help you and your team overcome this.

Communication:

A good sales proposal demonstrates real value; a quote just offers a price.

Many sales people are required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing they don’t get maximum value or return from their efforts.

Often reduced to quoting prices or at worst just a ‘find and replace’ to change the client company name, sales people can do a lot better for themselves as well as their clients when it comes to producing winning proposals.

We all deserve better – sales people and clients included.

So what is the best way to produce a winning sales proposal?

Our Sales Training will help you and your team to write a good proposals communicating what you need to give to your customer.

Listening:

Listen or thy tongue will keep thee deaf… – Native American Proverb

How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?

If this sounds like you, then you’re not listening you are just waiting to speak and as the Native American Proverb above says, if we keep waiting to speak rather than listening we shall remain deaf.

Many people, especially sales people are not trained to listen effectively. Sales people often worry more about what questions they should ask than paying proper attention to how well they listen. I used to think that questioning skills were our most powerful communication tool but over the years I’ve come to realise that listening is the number one, most powerful communication tool of all. Listening is an essential part of communication and it is not the same as hearing. Being a good listener requires patience and a willingness to pay attention and understand another person, even when we don’t agree with them.

Our Sales Training will help you and your team to become a good listener and then act upon what you have heard from your would be client.

Closing the Sale:

Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal.

Yet how many times have we heard the story about the sales person who is so excited about their products they get caught up in convincing the client of their buying decision by continuing to list the associated benefits thus missing theclient’s buying signal only to lose the sale?

The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on. And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which are of real interest to the buyer who has already made a decision to purchase. Sound like another story? Don’t be fooled there are too many sales people how have sailed past such obvious buying signals and lost sales.

Upwards of 70% of sales opportunities are lost because salespeople forget to shut up!

We will show you and your team how to see the signs.

Sales Skills:

Of the many Sales Skills required, negotiation is one. Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed.

Negotiation can be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward. In a sales environment, not every sales situation needs negotiation however when a compromise needs to be reached negotiation often involves a series of communications between two parties to form an agreement about the details of a sales solution.

We will teach you all Sales Skills required to become a successful Sales Person.