SALES TRAINING COURSES

SALES TRAINING COURSES

Sales training courses to improve selling skills will motivate your sales team in the short term but nothing motivates a salesman more than the smell of commission.

I must get two or three sales calls a day from sales people hot off the latest sales training courses designed to improve their selling skills. I can tell within 5 seconds of the conversation that they are working off a script, they are over enthusiastic, have done little or no research and have only one interest - to make a sale.

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Nothing wrong in wanting to make a sale but when a potential client feels that the salesperson doesn't have their interest at heart; it is always going to be an uphill struggle. Once a sales person is put on the back foot, they are going to have to overcome more objections and obstacles than are necessary.

The fact that it is a cold call, the fact that they have done little research and start telling me how they can help without actually asking what my real needs are, ring warning bells immediately. This is the problem with sales scripts; they only fit one size and when an overzealous and overly enthusiastic sales person comes on the phone with an over familiar manner that is supposed to put me at my ease - I feel uneasy.

The beauty of only selling to people who have contacted you leaves you with just one question to ask - "How can I help?" and when the client explains what they need, the job of providing the solution is very simple. Job done - sale made.

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IMPROVING SALES SKILLS

A successful sales person needs to be confident in themselves and their product. They need to be relaxed about what they are doing; after all it is just two people having a conversation to discover if they have anything in common. Confidence grows when they are making sales and the more sales they make the more relaxed about the whole process it becomes.

Improving selling skills should of course increase sales but it is important that you are attracting the right clients with the right product. It is matter of running a straight course between ethical sales practices and value for money products or services. If your company is not competitive, if you cannot deliver on promises and if your sales people are using sales tactics that could be construed as hard or miss-selling, you will end up having to deal with unhappy clients.

If your sales team on the other hand are working off sales enquires and leads, they will find it far easier to close sales which is what your ultimate goal should be.

I have been involved in sales for almost four decades. I never cold call, none of my sales team have to cold call, we just sell to people who need our help. You call me or send me an enquiry asking for my help and I will happily see if I can help.

No hard sell, I will simply ask you how I can be of help and your job is to tell me. Then, if I feel my company can be of assistance I will make a few suggestions that you will have already told me you can afford. You won't feel that I am selling to you, it should be quite a pleasurable experience and if you want to proceed - it will be your decision.

I don't have to use closing techniques, I don't need to put you under pressure, if I don't believe we can help, I will advise you accordingly. If I believe we can help I will tell you how and explain in clear terms what we will be doing. I believe 100% that if you want to increase your sales and we can be of help that you will decide to do business with us.

If you don't, I won't take it personally, I won't be offended and I won't be too upset because I will have a list of people asking for my help today and most will do business with me.

My company can help you put your sales people in the same position.

We help companies grow their businesses, we retain our clients and most have come back and employed us to handle all their sales and marketing.

Improving sales skills only comes with experience when your sales people are talking to potential clients and making sales, they will not learn nor gain that experience on any sales training courses.