|
Most salespeople do not sell. Most salespeople
only
take orders.
And those people that sell, often use positive thinking strategies
made popular in the 1930's or use pushy techniques popularized in the 1950's for naive people who believed what they saw on TV. Or
maybe they
try the hypnotic and NLP mind-hacking of the 1990's. Let's move on!
Do you want fries with that?
Ineffective sales
strategies may be better than nothing ... and may be worse. Shallow sales strategies
and cheap word games may not hurt sales of mindless inexpensive purchases such as soap or gasoline where a
customer merely chooses a brand.
More thoughtful customers may be irritated by sales stupidity
or by attempts at manipulation - they may change their favored brand and, if
they feel insulted or lied to, they may avoid the company in the future or even
seek ways to attack it, privately or publicly.
Will you pay by Cash or Credit?
Few companies notice the correlation between sales strategies
and sales volume. Managers in an information void may invest in sales training
hoping to pump up their salespeople.
Cheap tricks will fail if your company sells goods or services that requires
intelligent decisions on the part of intelligent purchasers
- if so, our integrity sales training is
for you. If your company sells expensive, valuable goods, or luxury services,
we can help
you reach new levels of sales performance.
Why Sales Training?
While the primary goal of sales training is to increase net
profits, some important secondary goals are:
- A sense of satisfaction
- Application in a workplace
- Assessing evidence of success
- Gaining useful knowledge and skills
Do the salespeople use the skills and knowledge to improve
their sales? Written company protocols and sample formats may help. Assessment
and reinforcement are usually necessary - without reinforcement, implementation
may fall as sales managers become preoccupied with sales rather than managing
their sales teams.
Our sales trainings are ideal for groups of professional sales people -
and for those motivated to join this group.
Training can be intense - we provoke excellence and confront weakness and
we change weakness into strengths. Everyone benefits.
- Developing selling
personalities
- Qualifying customers
- Recognizing and
resolving common verbal and non-verbal objections
- Communication flexibility - noticing and adapting
to communication styles
- Leadership skills when
groups must decide about large purchases
- Negotiation skills for sales
- Closing sales
Key Benefits
The relationship between a buyer and a seller is important. We
emphasize honorable sales as integral to lasting sales success. Only the
most attractive products or services can survive poor presentations or
ineffective sales people. For more impact on sales than improving the product or
service - focus on improving the relationships between the buyer and seller. Get
relationship coaching.
- Develop effective sales relationship skills
-
Remove "relationship blocks" to sales success
- Resolve communication and relationship problems
- Identify overlooked possibilities for development and profit
Training Notes
- We set skill development projects as homework
- We emphasize self and group learning,
within and outside the class
- Sales training is far more effective in conjunction with
individual and team coaching
- Courses include lectures, demonstrations, classroom
exercises and case discussions
Word of mouth is the most powerful form of
marketing. When you deliver above and beyond expectations, people will
remember you and your product or service.
If you want private sales coaching or
professional sales training, contact us.
|
