||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
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