|Bookmark this page! |
Good sales training can be acquired in many different ways. There are the online training sessions, where you can have a live person available for questions or advice. There are also telephone sales training sessions that work well if you have a job selling over the telephone. A sales workshop is a good way to get sales training, because you are around other people, and listening to them while they try out their sales presentations.
Whatever type of sales training programme you prefer, they all have one thing in common. That one thing is acquiring customers and keeping them happy. Most sales involve many contacts with the same customers and many correct decisions need to be made for those customers. A sales training course should teach ways to learn tactical advantages to get and keep the customers that you need in your business. This is so important with more competition out there each day.
The sales training should educate you on many facets of sales. It will teach how to shorten the cycle of the sale. You will learn to create value for the customer and acquire your market share. Learn to guarantee quality appointments. You'll be able to use a sense of urgency for your customer by creating an "act now" scenario. Talking the same language as your customer will help to interest him and close the sales easier. Find out how people make decisions to help you "read the customer's mind".
Other things that should be learned in a credible sales training programme would be recognizing three levels of the buyer's needs. You will overcome objections. Closing the commitment will become easier for you. By selling, you will also build credibility for your company. You will become an expert at asking the right questions at the right time. Get that customer interested in your product and your business. Teach him how he couldn't live without the product. Control the buying process without dominating the conversation.
SPIN selling was started by a British research psychologist, and his company, Huthwaite Inc. has taught it worldwide. It means that there are four types of questions that lets the salesperson move the conversation in the right direction to make the sale. It would be good to find out if your sales training would include this SPIN in their programme.