Sales Training | Sales Tips

The Greeting is the part of your process when you have the opportunity to stand out and be different. Reduce Resistance by brining up the pain points clients have when dealing with unprofessional sales people.

Email andrewhalesales@gmail.com for my no cost 10 Step Sales Process or call 323-640-5726

Andrew Hale is a 20 year veteran in Direct Response Marketing & Sales ranging from owning multi state door to door & event lead generation company producing 50,000 appointments per year, to working with Large to Small Remodeling Contractor clients nationwide providing Call Center Training, Face To Face Marketing Programs , Script Development , Sales Presentation Training, Closing Training, Role Playing, Ride Alongside with Sales Reps, Sit ins with Call Centers on Live calls, Developing Process & Systems + Implementation , CRM set up and conversions, Recruitment Services, Sales & Marketing Evaluations & Motivational Meetings & Public Speaking. Andrew Hale has scaled Construction Companies from zero to over 3 Million per year in Revenue in less than 3 years and has closed and completed projects Seen on TV as well as working with Major Nuclear Facilities in NC to provide energy efficient upgrades to SubStations. Andrew Hale is a hands on high energy leader with charm & charisma. If real is what your looking for you have landed in the right spot.

Andrew Hale specializes in working with Start Ups to Large Business in the InHome Services Industry, if you have a Call Center, Need Appointments, or Need Help Closing More deals Call or message me @ 323-640-5726 or AndrewHaleSales@Gmail.com NOT LIMITED TO INHOME Services

Andrew Hale Offers : Sales & Marketing Training, Lead Generation, Recruitment, Live Speaking ,Website Development, Website SEO, Blogging Services, Working Capital & Lines of Credit.

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Sales Training | Sales Tips

The most significant contribution you can make to the long-term success of your sales organization is through the development of your people by investing in sales training. They are your most precious resource and your greatest competitive advantage. Whether you seek to improve overall sales force effectiveness, increase revenue, maximize sales managers impact, or address more specific development needs, sales training programs by Carew International have proven track records of producing and delivering the finest sales training and leadership development programs for the global marketplace.

When it comes to selecting a sales training program, you have many options. What differentiates Carew International? Our professional sales training programs go far beyond the transfer of information, addressing core competencies in both functional and interpersonal skills. We believe that only when an organization successfully changes the behavior of its people can it expect to improve its overall performance. Thats why Carew sales training drives significant improvement in sales force performance by addressing the selling skills, communications practices and professional attitude of every individual who participates.

Sales rep development that is aligned with your companys process, operational plan and financial goals

Salespeople who are empowered to progress from transaction-focused selling to true consultative selling

A sales relationship that is transformed into a collaboration-focused business partnership that produces dramatic, long-term and measurable sales results

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Sales Training Programs to Improve your Selling Skills | Carew

Bob NegenRetail Expert, Author, Public Speaker

Bob Negen discovered his entrepreneurial spirit at the young age of 23 and opened one of the worlds first kite stores. In 20 years he helped change the publics perception of the kite from a childs toy to an eco-friendly hobby for families and people of all ages.

In those 20 years he grew his company from $17,000 to over $3 million in annual sales. In 1998 the company was named Retailer of the Year by the Kite Trade Association.

A natural marketer, Bob constantly created very successful promotions. His favorite, the Great Lakes Sport Kite Championships, grew into one of the largest, most prestigious kite events in the world.

Bob was also instrumental in helping create a nationwide yo-yo boom. At one time his company employed eight full time yo-yo professionals performing in schools, malls, nationally broadcast parades, professional sporting events, and other large entertainment venues.

While building the national craze, his company opened Yo-Yo Universe kiosks in over a dozen malls, hired and trained over 150 employees using his unique training system, and sold over $2 million worth of yo-yos.

All in a little over 6 months!

His yo-yo adventure forced Bob to boil down 20 years of hard-earned experience about life as an entrepreneur into a fun, but no-nonsense, only-if-it-works outlook on business. This make it fun, but get it done attitude has given Bob an expert edge not only in marketing but also in practical, proven customer service practices, solid common-sense employee management, super efficient operations, and focusing the entrepreneurial spirit.

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Retail Sales Academy | Sales Training For Retail

Sales Training Ideas Free Resource

As a manager, proper sales training can be a tough nut to crack evenly. With copious amounts of advice out there, its best to develop a concrete plan. You could hire sales training companies, but Lessonly has put together a pretty great resource to get you started. From there you can build and organize your own content.

In this free sales training ideas resource, well be covering common sales training courses, sales coaching techniques, sales class examples, and supplying you with other sales resources to check out. Below is a sneak peak into the resource (but we suggest downloading it. Its much more entertaining.)

At Lessonly, were big fans of the flipped-classroom approach. That means, instead of having a big group sit down and listen, let the group learn on their own, then come back and exemplify what has been learned.

With that said, Lessonly offers a platform for employee learning with intuitive content creation and seamless deliverability. Creators can assign lessons, quiz learners, and track progress all within one interface. So, say youre ready to build that content. What sales training topics do you start with?

Before we suggest specific lessons, lets think broader. A sales training course as an umbrella a broad topic. Under the course is lessons. Lessons revolve around the topic, but are more in-depth in answering, Why?

For example, you can have a course labeled Sales Coaching Techniques but then have lessons underneath it labeled Team Building Activities or Incentive Ideas. We touch on those specific topics in the resource. To cater to a specific industry, maybe you have a course called Automotive Sales Training, but then you have a lesson on Used Car Sales Training Programs.

Here are some subjects we strongly suggest including as sales training courses:

Negotiating Skills No sales rep will deal with passivity. Every rep must be able to deal with discount questions and timing restraints. Have specific lessons about negotiating deals. Whether its product or contract, there are approaches sales reps must be versed in to effectively win for both sides. That way, when a sales rep is selling a prospect who is also a sales rep, shell know what to do and be confident in doing it.

After youve built up plenty of training content, and youve dispersed it to new reps to study, let them show you what theyre made of. Its good to get your reps immersed in the context before they give themselves the opportunity to trip up. On top of creative contexts, step outside of the material and really get to know the people youll be working with.

If youre not mixing in a little fun in your training, then youre basically imitating the classroom scene from Ferris Buellers Day Off. What were trying to say is: dont be boring. Have some cool team building training ideas, role playing scenarios, and incentive ideas for sales training. Well have a few examples fleshed out in the resource above.

All sales teams need material to reference. If youve built up a plethora of helpful lessons in Lessonly, then youre on top of your game. If not, youll get there, but until then, have a variety of resources sales teams can access.

Sales articles are usually the first go-to. Theyre easily accessible on the internet, and if you have a favorite sales publication, it can be delivered right to the office! We have quite the sale leader, Conner Burt. Hes been leading sales since the beginning and has had experience working with all pieces of the sales pipeline. Hes often giving his own tips on Hubspots Sales blog. Articles are aplenty, but we suggest that after reading, write down the important takeaway points that youd like to incorporate later in ongoing training.

Sales training seminars are also really great for takeaways. Whether its sending a team to one or holding your own, theres plenty to be learned between sales rookies and veterans when you have them all in one place.

At the end of your training or as you go along, have a discourse with your learners. Ask for feedback. In fact, insist upon it. That way, they know youre learning too.

A combination of great elearning content, ice-breaking, and role-playing will make the sales training process fluid. Heck, by the end of it, it wont seem like training at all. Your learners will associate it with a good time, not a groggy one. After initial training, ongoing training will be embraced and taken in stride.

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Sales Training Ideas for Your Sales Team - Lessonly

Sales Training Online

A Charlotte personal injury lawyer is a person who offers legal statements on behalf of persons who claim to have been physically or mentally injured due to the carelessness of another person.

If you or someone you know have been in a truck accident that has caused them serious injuries and losses, it is best to contact a Tucson truck accident attorney as soon as possible.

While this is a better approach than acting in a confrontational manner, it should not be confused with the reality that insurance companies do not work for the benefit of those who have been injured.

alverno college nursing police requirements internships for healthcare administration

If you are not sure of the consequences, the professionals are always there to be by your side.

However, if it is a serious case, you must hire an attorney for personal injury and go to court with the case.

An injured person can physically recover from injuries but will not be able to recover the setback caused without adequate compensation.

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Sales Training Online

Thats the question that every seller and company should be asking themselves. Whats in it for this buyer? Whats in it for this prospect? Whats in it for our customers?

Whats in it for Them is a mindset. Its what drives collaboration and value to the buyer and ultimately the seller and company.

If your buyers were direct they would tell you that they want you to make buying your solution easy.

They would tell you that they dont want MORE information and useless chatter they want sales professionals to address their problems, opportunities, wants, and needs efficiently and collaboratively.

And yet most sellers arent sure how to make it about Them or how to collaborate. They are trained to share information on their product, service, company, and, lets face it on themselves!

Product information dumps dont work well sellers need to cut through the extraneous detail and hype and focus their conversations on the relevant information for that buyer and situation.

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Sales Training - Sales Pro Insider

When your sales team goes from 0 to 1 or 1 to 2, sales training is easy.

Feature Announcement Email Sequences: email drip campaigns for salespeople. Schedule sequences of emails to be automatically sent over days or weeks. Learn more or try for free.

Your new hire gets to work alongside you and absorb the sales process, see how you handle objections, and where you find leads. Lead by example with your sales training and youll have a strong Number Two willing to follow you into battle.

But once you start to scale your startup, you can kiss those carefree days goodbye.

Without fail, youll be taken away by other tasks, and the sales training for new team members will be pushed over someone else in the company.

As a sales manager, director, or founder, its your job to give your sales team the tools they need to be successful. Without effective sales training processes and techniques in place, youre basically playing a big game of telephone with your values and strategies. What you taught to your first hires might get passed on correctly. Or it might not.

And the next round of hires? Before you know it, your vision has been completely thrown to the side and your sales department has devolved into a free-for-all.

The right sales training resources let you download all of your knowledge, experience, tricks, and sales strategies into an easily digestible format for new hires. Its like Neo getting plugged into the Matrix and learning Kung-fu in a matter of seconds.

Sign up for our free sales training course right now!

Now, unfortunately, we cant expect those kinds of instantaneous kick-ass results. But you can look at proven sales training best practices to help make sure that your team is set up for real success.

Your sales training can cover everything from onboarding new hires to developing their skills, setting up criteria by which theyll change and adapt with the market. If you can do all this, youll be putting together the building blocks for an unstoppable sales machine.

This is no small task. So lets take this one step at a time, starting with assessing your own team, finding the right methods for delivering your sales training, and then end with the 10 pieces of sales training your team needs to succeed.

Whether youre a team of 1 or 100, your sales team will have its own unique strengths and weaknesses. When youre starting to put together your sales training process you need to know these inside out.

But what questions should you be asking to really dig into the details?

When CEO consultant Melissa Raffoni spoke with 50 top CEOs of companies with teams of 10 to 1000, she found these eight questions coming up over and over when assessing the quality of a sales team:

Going deep on these questions will give you a great overview of how your team functions, where youre killing it, and where things are falling apart. From this information you can start to craft the basics of your sales training.

But asking these questions once and then moving on is a recipe for disaster. Sales training, like all parts of your sales efforts, will constantly evolve as your team and product changes and adapts to the real world. So its smart to revisit these questions at least annually to see where you might want to switch things up.

With the raw materials in place from your assessment, youll want to go in and look at the different ways you can implement your sales training.

Theres a huge range of options on the table, and no single one is right for every company or every team. Instead, youll want to experiment with what is getting the best engagement and results and what works with your teams structure.

For example, if youre an early-stage startup with a small sales team, putting together some short courses or conducting in-person workshops can be a great way to build your teams skills while coming together as a group.

As you scale and grow, it might make sense to bring in an outside consultant or send key members of your sales team off to larger conferences to see whats coming up and adapt your sales training appropriately.

Lets take a look at some of the most common formats for delivering sales training:

No, were not talking about sending your sales team back to college. But the typical course format, either in-person or online, is a great way to transfer your sales knowledge to teammates. Also, the course format can allow your salespeople to do their training on a schedule that works for them while allowing you to keep track of their progress.

Short in-person workshops for your sales team break up the work day and can be a great way to build excitement around your sales training. If you can handle the whole team taking a few hours off its worth it to close up shop and bring everyone together.

When your team gets too big or you cant deliver effective in-house training, it might be time to look at hiring an outside consultant to come in. It might seem awkward to bring in someone outside of your team, but a good consultant brings tons of value in everything from customized sales tools, a wealth of experience and valuable market information. It can also help you get buy-in with your team faster by bringing in an expert.

Not only are conferences fantastic for networking, but they allow your team to learn from proven leaders and get a pulse on whats coming up in your market. And remember the Roman philosopher Senecas words, while we teach, we learn. Make sure to put the added pressure of bringing back value to the company not just to make sure your entire team gets the benefit of the chosen few attending a conference, but to help those who went solidify what they heard.

Sometimes the best way to learn is to be thrown into the deep end. Conducting an audit of past sales cycles, both successful and unsuccessful, as a team is a great way to train your sales team about the real-world applications of what youre teaching them.

While not necessarily a sales training technique like the others, having self-serve resources available for your team teaches them to always be learning. Set up a wiki or a Trello board with processes and resources for commonly asked questions. And when your team asks you specific things, point them in this direction. It might come across as a bit cold, but youre essentially training them to help themselves.

Right, so weve got all the main channels by which you can deliver sales training to your team, now its time to talk about what exactly your sales training will need to coverso that you can evaluate all of the options on the table for your organization.

Effective sales training can cover everything from how to create a sales planto getting over your fears of rejection, staying motivated every day, and more.

The goal here is that each individual component of your sales training helps your team grow and progress, so that nobody feels like theyve hit a ceiling in their career.

If you need some inspiration on what to include in your own sales training program, or want to make sure you choose the right facilitator, here are 10 essential pieces of sales training you should bring to your team:

As the Greek philosopher Epictetus so succinctly explains, You have two ears and one mouthyou should be using them in that proportion.

In the rush to explain features and benefits of what youre selling, its easy to talk over your prospect. This is a common mistake many inside sales rookies make. And the problem is, the second someone thinks youre not listening, youve lost them.

Active listening is truly the silent skill of sales. Throughout the sales cycle, prospects will drop hints about what theyre thinking, how theyre feeling, or problems they need solved. Addressing these can make or break your sale. But youll miss them if youre not listening.

Here are a few tips to incorporate into your sales training thatll help your team team to listen more intently:

Its probably a pretty safe bet that robots arent taking your sales job any time soon. Thats because working in sales requires constant problem solving, empathy, and the ability to think fast and act accordingly. To instil these qualities in your team, they need to adopt a problem-solving mentalitywhich can thankfully be done through proper sales training.

This one starts with empathy, seeing the world through the eyes of your prospect. Listening only goes so far and you should always assume the problem your prospect communicates isnt necessarily the real issue they need solved. Look at the bigger picture.

Great salespeople go beyond simply solving their customers problems and actually find the problems their customers are unaware of.

As Daniel Pink, author of To Sell is Human,said in a recent interview: If customers know precisely what the problem is, they can find a solution. Where youre more valuable is when they dont know what the problem is, or theyre wrong about the problem, and you can identify a problem they dont realize they have. Or you can look down the road and say Here is a problem youre going to confront. Youd better get ready for it now.

To do this, you need to develop both a problem-solving and problem-finding mentality that, when combined with empathy, will let you find the problems your customers really need solved. Start by asking a few simple questions:

Take your time and be creative.

Solving these invisible problems your prospects have is a powerful tool in getting the sale. Reiterate the importance of keeping these questions top of mind throughout your sales training process.

Knowledge is power. And the best salespeople always have a solid foundation to work from.

Use your sales training to get your team ready for identifying objections that come up time and time again. You can collaboratively craft scripts to help them deal with these issues. Now, the idea of using scripts is a contentious one in the sales community. No one wants to sound like a robot, and this isnt what you should be advocating for here. Instead, these scripts should help you assay client fears and move onto the real issues more quickly.

Think of it like a basketball team. They spend hours upon hours practicing the basicsdribbling, shooting, defending, reboundingso that when it comes to game day, they dont have to think about it and can focus on adapting to the team theyre playing.

In the same way, scripts help your sales team get past common objections quickly and move onto creative ways to close the sale. Not only that, but youll have a template you can share across your team and help them level up their sales game quickly.

As part of your sales training, have your team:

Time wasted chasing after the wrong prospects can crush your sales efforts and even your company. Large accounts can sometimes take 618 months to close. But thats only if they do close. And sometimes a bad client can be even worse than a lost sale, wasting your time, asking for refunds and generally speaking poorly about your company.

Your team needs to know what to look out for to make sure theyre going in the right directionwhich is where good sales training comes into play. And as someone experienced in selling your product or service, youve seen first hand the signs that led to a sale, and the ones that made you get off the phone as quickly as possible.

Heres a few key red flags you should be using sales training to teach your team what to look out for:

If youre using cold outreach over email as one of your main sales strategies, youll want to have some form of training on the basics of how you connect with prospects over email.

First off, why email? Well, despite doomsayers spouting off about social selling killing email, email is 40X more effective at getting new customers than Facebook and Twitter combined. We put together a collection of 17 sales email tips that work you can check out, but here are the main pieces you should be covering in your training:

How to write subject lines that get opened: It might be just one line, but its the one that matters the most. Write like a human, avoid slogans, use lowercase text, and include your recipient's name if you can.

How to write effective email copy: Dont waste your prospects time. Be brief. Give context. And end with a clear call to action. Each sentence needs to show your value props and push your prospect closer to the next step.

Unusual ways to make your emails stand out: We all have overflowing inboxes. So to stand out, try a few tricks like: Adding value in your signature by including recent blog posts, news, or videos; include a personal note or some company humblebrag in the P.S.; and use formatting to your advantage by bolding important information and using bulleted lists.

Email experiments to run: Even the best email templates go stale. Start by deciding what you want to test: open rate or response rate/action. Then, try a few experiments like A/B testing subject lines, changing the From name, using personalization, or sending at a different time.

How to follow up properly: If your cold prospects arent responding, implement this follow-up formula into your sales training process:

If your salespeople are picking up the phone, youll for sure want to be training them on what to do when their prospect answers.

Your cold calling strategy should start with a funnel that looks something like this:

To help your team get the most success from this funnel, youll want to provide them with some simple tools and training around lead sourcing, sales call scripts, and how to handle objections.

Remember to incorporate teaching your team to keep it simple and focus on one step at a time throughout your sales training.

Can you reach one person? Qualify that person? Demo a prospect? Close a deal? The training should focus on pushing through and getting each prospect to the next step. So dont worry if the conversion numbers are bad to start.

Nothing kills a sale faster then not being able to tell someone why they need what youre selling. People buy results, not just products or services.

Your salespeople need to know how to clearly articulate the value that your product or service will provide for the prospect. They need to be educators and storytellers, explaining why what youre selling is so great and then getting the prospect to imagine themselves in a better life because of you.

Start by going through your customer profiles. Why are they good prospects for what youre selling? How can you show them the value youre providing? Do you have case studies or testimonials you can use?

Role play and get your team to practice articulating the value of your product until they can do it without even thinking.

If youre dealing with sales training for new or less experienced salespeople, youll want to train them not only on how to sell, but how to feel good about doing it.

Calling up or emailing strangers and asking them to buy what youre selling isnt something we normally do. And fear is only natural when youre put into an unfamiliar place. Taking the time to train your team about how to handle that fear will make them more confident, friendly, and ultimately happier.

Start by looking at all the places in your sales process where your team might be feeling anxiety or fear and how to address it:

Most people might assume theres no interest in what theyre selling if they dont get a response. But the follow-up is your key to higher conversion rates, and without it youre not likely to close many deals in the long run.

Steli, the CEO of Close.io here, follows a simple follow-up philosophy: Reach out as many times as necessary until you get a response. If a prospect says theyre busy for two weeks, he sets a reminder for 14 days.

Now, your own follow-up philosophy will come from your values and sales process, but the key here is that you need to have something your team can follow. Decide what frequency youre going to follow up, how youre going to track your messages, and which medium youre going to use. Then, teach your team to use their judgement and experiment.

One of the most important pieces of sales training your team needs is how to close the deal.

Without providing guidelines and processes for asking for the close, youre basically giving your team liberty to ask whenever they want. And unfortunately, too many salespeople wait until that nonexistent perfect moment to ask.

Here are a couple techniques you can try adding to your sales training:

The virtual close: As soon as youve qualified your lead and given them your pitch,ask for the sale. At this point, you basically know theyre going to say no. So follow up by asking, "Whats the process we need to go through in order to get you ready to buy?" With this simple question, youre getting them to draw you a roadmap to the sale youll eventually get.

Take the sale away: When objections arrive at the 11th hour, its easy to get desperate and make promises you cant keep. Instead, teach your salespeople to "take the sale away"by being decisive on pricing, emphasizing that youre building a long-term relationship, and imposing a break in the conversation. By using this technique, youre not only pushing people to close, but showing them that you value the service or product youre selling.

Sales training never really ends.

There are always new techniques, better scripts, new objections to overcome, new issues to address, another competitor entering the market that you and your team will need to learn how to combat.

The best salespeople have a drive to learn and be the best, and your sales training will help them get there. Invest in it early on and youll have a team that cant be beat.

Want to see how we do sales training? Sign up for our free sales training email course with video lessons and more!

Sign up for the sales training course

Feature Announcement Email Sequences: email drip campaigns for salespeople. Schedule sequences of emails to be automatically sent over days or weeks. Learn more or try for free.

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12 sales training techniques to build an unstoppable sales ...

Sales training is Sales Essential, being prepared is essential for sales success. When a sales person stands in front of a potential customer, being prepared with product knowledge, pricing and a presentation can make all the difference in the world. For this reason, the sales training process is an important aspect in the world of sales. The better trained an individual is, the better he should be able to perform in the field.

Below are some aspects why sales training is significant, shown are a small amount of the items we cover in our sales training.

Call Reluctance and Prospecting:

Manysales people, especially those new to sales, often take it personally when a prospect says NO and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting their sales opportunities even further.In sales there is a fine line between persistence and stalking a prospect. Did you know:

So why do these figures persist? What were thesuccessful sales peopledoing that the others are not? How do you capture the attention of your prospects and determine whether or not they want to engage with you and how often should you be making contact?

Our Sales Training will help you and your team overcome this.

Communication:

A good sales proposal demonstrates real value; a quote just offers a price.

Manysales peopleare required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing they dont get maximum value or return from their efforts.

Often reduced to quoting prices or at worst just a find and replace to change the client company name, sales people can do a lot better for themselves as well as their clients when it comes to producing winning proposals.

We all deserve better sales people and clients included.

So what is the best way to produce a winning sales proposal?

Our Sales Training will help you and your teamto write a good proposals communicating what you need to give to your customer.

Listening:

Listen or thy tongue will keep thee deaf Native American Proverb

How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before theyve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?

If this sounds like you, then youre not listening you are just waiting to speak and as the Native American Proverb above says, if we keep waiting to speak rather than listening we shall remain deaf.

Many people, especiallysales peopleare not trained to listen effectively. Sales people often worry more about what questions they should ask than paying proper attention to how well they listen. I used to think that questioning skills were our most powerful communication tool but over the years Ive come to realise that listening is the number one, most powerful communication tool of all. Listening is an essential part of communication and it is not the same as hearing. Being a good listener requires patience and a willingness to pay attention and understand another person, even when we dont agree with them.

Our Sales Training will help you and your team to become a good listener and then act upon what you have heard from your would be client.

Closing the Sale:

Sun Tzu,thean ancient Chinese military general, strategist and philosopher, said Move swiftly to overcome resistance. In selling that is interpreted asclosingwhen you get a buying signal.

Yet how many times have we heardthestory aboutthesalesperson who is so excited abouttheirproductstheyget caught up in convincingtheclient oftheirbuying decision by continuing to listtheassociated benefits thus missingtheclients buying signal only to losethesale?

Thebuyer givesthesalesperson a clear buying signal like: Where do I sign? When do we start? How many can I get? and so on. And what doesthesalespersondo?Theycarry on tellingtheprospect about additional features and benefits, none of which are of real interest tothebuyer who has already made a decision to purchase. Sound likeanotherstory? Dont be fooledthereare too manysalespeople how have sailed past such obvious buying signals and lostsales.

Upwards of 70% ofsalesopportunities are lost becausesalespeople forget to shut up!

We will show you and your team how to see the signs.

Sales Skills:

Of the many Sales Skills required, negotiation is one. Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed.

Negotiation can be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward. In asalesenvironment, not every sales situation needsnegotiationhowever when a compromise needs to be reached negotiation often involves a series of communications between two parties to form an agreement about the details of a sales solution.

We will teach you all Sales Skills required to become a successful Sales Person.

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Sales Essentials - The importance of Sales Training

In the modern world the approach to selling has changed and our sales training has to change with it. Clients arent looking for salespeople who do business, they are looking for business people who sell. Utilising the BARRETT methodology, we provide programs and workshops that assist you in developing an empowered, high performance business sales team that consistently reach and exceed the goals and targets they have been set.

The fact is if you improve yourself then you improve your life and if you improve your people then you improve your business thats why we train. Whether you are talking life, sport or business the power to succeed is in your hands.

The purpose of Barrett's Sales Training is to give everyone access to the skills, processes, tools and personal insight we all need to be able to proactively and consistently sell ourselves effectively. That means we need to be able to act ethically and confidently in any situation - whether we are in a traditional sales environment, professional services or just need to communicate internally. Since 1995, we have researched and synthesised a vast array of information and distilled it into practical easy-to-apply processes that you can use every day to make decisions about how you work and relate with others. In addition, we have researched and defined the core behavioural competencies that underpin our sales training.

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Sales Training - Barrett

Two types of training fall under the umbrella of sales training. The first is teaching the basic mechanics of saleshow to sell in the general sense, with an emphasis on the best sales techniques for your industry or customer base. The second type is company-specific trainingaddressing details about your products and services, the sales process that your team uses, and the tools and resources used by your company.

Every salesperson, no matter how experienced, can benefit from both types of sales trainingbecause learning how to sell is an ongoing process. Salespeople always have new strategies and new technologies to learn in order to sell effectively.

When you bring a new salesperson on board, the priority will be to completecompany-specific training. Unless your new employee is a rank beginner, that person will have at least a basic grasp of the mechanics of selling. However, its likely the new salesperson wont know much about your company's products or how the company's sales process works.

The easiest way to get started is to sit the new salesperson down with your customer service team. The customer service people are intimately familiar with your products and know what existing customers like the mostor the least. Let the new salesperson listen in on a few customer service calls, and give the new hire access to as much documentation about the products as possible. Documentation ranges from user guides to brochures to your websites.

Once familiar with your product line, partner the new person up with an experienced member of the sales team. Listening to phone calls and riding along on appointments gives a new employee an idea of how the process works. Just experiencing one salefrom beginningto endcan have a lasting impact.

If your new salesperson demonstrates weaknesses in a particular area (for example, she is great at getting appointments but chokes at the close) then it's time for some basic training. You can either train internally (that is, do it yourself or assign a senior salesperson) or externally (for example, signing your new employee up for formal training such as a sales training class).

Internal training is cheaper and you can customize it to your employee's needs, but it's time-consuming. It can end up costing you more in the long run if your best salespersonspends valuable time doing the training instead of making sales. An alternative is to combine both approaches: sign the new employee up for an external class, then arrange for that person to practice internally by arranging role-playing sessions or sending him out on appointments.

Regarding seasoned salespeople, any time you add a new product or service, all of your salespeople need to know about it, not just the novices.

Use Empathy. Any good salesperson is a good problem-solver. If a salesperson puts themselves in their prospect's shoes, there's a good chance they'll understand the prospect's problemand hopefully, a problem the prospects not aware of. A good salesperson has the ability to look ahead. They can say to a prospect, "Down the road (in two or three months from now) you're going to encounter a problem with XYZ."Once you identify a problem the customer wasn't aware of (and you offer a solution), you become valuable.

Craft a Script. Make sure your sales force has a solid foundation to stand on.Meaning, without sounding like a robot, make sure your team knows the basics of what they're selling. You want their script, so to speak, to become second nature when talking to a customer. This way, they're not bogged down with having to remember the background information and can focus on the specific needs of the particular client.

Identify the Bad Customer. Spotting the tell-tale signs of a customer who's window shopping or the chronic complainer who'll just end up returning the product is important. Two red flags that you can pass on to your salespeople include prospects who are rude during the sales process (and aren't worth the aggravation) and needy prospects that'll email you five times a day (and aren't worth the time). Help your salespeople spot the bad customers so they can focus on selling to the good customers because they're the ones that will keep your sales numbers up.

Overcoming Fear. Especially when it comes to less experienced salespeople, you need to help them overcome fear. For starters, most people have a fear of rejectionand rejection comes with every sales job. Let your salespeople know that they will get rejecteda lot. And remember, even the most social people have a fear of public speaking. To help prepare them, have each member of your team practice making presentations to other sales members so they (slowly) overcome their fear of performance.

Here's a round-up of the most common formats for delivering sales training:

Courses.The typical course format, either in person or online, is a great way to transfer your sales knowledge to teammates. Also, the course format allows your salespeople to do their training on a schedule that works for them while allowing you to keep track of their progress.

In-person workshops.Short in-person workshops break up the work day and are a good way to build excitement surrounding your ongoing sales training.

Hiring outside consultants.If you have too many people to train, or you cant deliver effective in-house training, it's time to look at hiring an outside consultant to come in and do the training. An experienced consultant can add a lot of value based on a wealth of experience, valuable market information, and the ability to customize your sales tools. It can also help you get buy-in by bringing in an expert.

Conferences.Conferences allow employees to learn from proven leaders and get a pulse on whats trending in your market. Conferences also present the opportunity to engage your entire team so that everyone gets the benefit of attending industry training.

Internal team testing.Sometimes the best way to learn is by being thrown into the deep end. Conducting an audit of past sales cycles, both successful and unsuccessful, is a great way to train a salesperson by using real-world applications.

Field training feedback is key.Most talent development happens in the field. However, the analysis and feedback a salesperson receives after a call are what resonates. If you emphasize listening to clients and understanding client needs in a real sales situation and then provide specific feedback (good and bad), you'll impact a person's ability to sell.

Use e-learning to educate.If your sales team doesnt know your product front to back, even the best listeners will fall short in closing a sale. Salespeople, especially new recruits, need to understand product details to boost their confidence when selling. With sufficient product training, they can identify specific client issues and understand products details well enough to position the product as the perfect solution.

E-learning allows sales teams to brush up on their product knowledge wherever they are. Through online videos and modules, you can also track progress to ensure that everyone has viewed the necessary materials.

Try micro-learning.Salespeople are just like everyone else: in general, they cant retain a huge amount of information at one time.

Most multiday sales training events are essentially a waste of money because participants suffer from something called the MEGO effect (my eyes glaze over). Keep all training sessions short and pace them out so that employees have time to absorb and test them.

Reward specific achievements.Salespeople are driven by goals (probably more so than other employees), which makes an achievement-based training program another excellent option.

However, don't generalize your team's success. A much more effective sales training technique is totell people they are doing a good jobbecause they exceeded their quarterly goal by a certain percentage or to recognize their performance in closing a particularly difficult sale.

Share success stories.According to the National Business Research Institute, employee attitude affects40 to 80 percentof customer satisfaction.

High employee engagement and morale has a direct impact on the bottom line. Sharing mutual successes also instills a sense of unity in your salespeople and encourages them to work harder and smarter.

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Top Techniques and Tips for Training Salespeople