SALES TRAINING SKILLS

SALES TRAINING SKILLS

Sales training skills, why teaching sales people how to sell is pointless and how you can increase sales using our company.

I have spent days in training courses where the sales training company had promised they would reveal the secret of successful selling. Days spent dragging out the whole procedure that could have been said in less than thirty minutes; but then they wouldn't have been able to charge a fortune for 30 minutes - or could they? Whatever, when the punch line finally came in the last afternoon, it was always a complete turkey.

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There is a certain distasteful arrogance that accompanies all sales trainers; that they believe they can talk down to successful intelligent, sales people with disdain as if they have a secret that they can impart that is going to turn them into better sales people.

It is always about hype and trying to motivate the lower calibre sales people and this motivation dissipates very quickly. The intelligent, successful sales men and women are likely to be disruptive, impatient, irritated and likely to switch off.

Selling is selling, no matter how you dress it up. It is about finding someone who has a need or desire for your product and pitching it at an affordable price.

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No one can sell me anything I don't want or need, I don't care how good a sales person they are, or how much training they have had. This applies to everyone except total idiots. Success in sales is all about prospecting for new clients and knowing who and where your next sale is coming from. It is not about creating some super sales pitch using power phrases, sales presentation or specialist selling skills that are going to close more sales.

EQUIPPING YOUR SALES TEAM WITH THE RIGHT TOOLS

I always speak to sales people when they call because I learned a long time ago that the most expensive thing anyone can own is a closed mind. Most make the same mistakes, come through with the same sales training script and have no idea of whether I am likely to have any interest in their product because they have not done their research.

Telling is not selling and most of these sales people are ill equipped to deal with any objections because they only know their product and not the potential client. They nearly always fail to establish any need and therefore are unable to provide the solution and make a sale.

Our sales personnel only ever deal with qualified sales leads and sales enquiries in exactly the same way that we generate sales leads and enquiries for our clients. They never have to cold call.

Our sales team are dealing with people who have contacted us with a specific need or requirement, asking for our help. We simply establish exactly what those requirements are, determine the budget they want to work to, explain how we will help them increase their sales enquiries and demonstrate how and why we are the best company to help them.

The client has already expressed their need and desire. We will have already had a look at their market place and competition before contacting them and know what is required; and providing they have a sensible and realistic budget and we believe we can help, we will normally get the business.

All good salespeople just need a continuous flow of quality sales enquiries and leads to work from. We are very laid back and relaxed about our sales approach, we don't need to use any heavy handed closing techniques. The client has to convince us that they are a company that we want to do business with because we can afford to be selective.

We are here to help our clients make more sales, more cost effectively and more profitably. Isn't that what every company wants?

If your sales people don't have a constant flow of sales leads to work from what on earth is the point of giving them sales training skills?