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:

Manysales 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:

So why do these figures persist? What were thesuccessful sales peopledoing 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.

Manysales peopleare 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 dont 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 teamto 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 theyve 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 youre 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, especiallysales peopleare 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 Ive 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 dont 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,thean ancient Chinese military general, strategist and philosopher, said Move swiftly to overcome resistance. In selling that is interpreted asclosingwhen you get a buying signal.

Yet how many times have we heardthestory aboutthesalesperson who is so excited abouttheirproductstheyget caught up in convincingtheclient oftheirbuying decision by continuing to listtheassociated benefits thus missingtheclients buying signal only to losethesale?

Thebuyer givesthesalesperson a clear buying signal like: Where do I sign? When do we start? How many can I get? and so on. And what doesthesalespersondo?Theycarry on tellingtheprospect about additional features and benefits, none of which are of real interest tothebuyer who has already made a decision to purchase. Sound likeanotherstory? Dont be fooledthereare too manysalespeople how have sailed past such obvious buying signals and lostsales.

Upwards of 70% ofsalesopportunities are lost becausesalespeople 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 asalesenvironment, not every sales situation needsnegotiationhowever 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.

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Sales Essentials - The importance of Sales Training