A lot of people think that a salesperson is born and not made. They have charisma, charm, and that certain “je ne sais quoi” that enables them to convince customers to purchase a product. However, through proper sales training, your sales team can learn some of the secrets used by the experts.
And, while it’s certainly true that some people have more of a knack for selling than others, it’s also very possible to train your sales force to use techniques that can maximize their potential. By developing an in-house sales training course and incorporating tips from your top salespeople, you can create a continuously improving feedback loop that leads to increased sales.
What valuable sales training tips can you give to the newest members of your team? We’d love to hear your feedback on some of the training tips that we’ve provided below.
No one likes to be talked “at”. A common problem among salespeople is that they try to explain every conceivable benefit of their product, while their customers begin to zone out. Keeping a presentation short and asking your customers about their needs will allow you to build a rapport with them, while ensuring that you’re telling them what they need to know. In addition, training your sales force to listen more will give your company valuable feedback about what’s missing in your product, insight which might lead to more sales down the line.
Your customers aren’t dumb. Believe it or not, they know that you want them to part with their money. But it doesn’t have to be this way. If you truly believe in your product, and think that it will be beneficial to them, they can sense this as well. With a new attitude, the conversation changes from “What can I take from you?” to “How can I help you?” And, at this point, your customer will be better able to truly see the benefits of your product. You can combine this with external training tools that are focused on customer service. Learn more here.
This doesn’t mean you need to get a PhD. But great salespeople need to understand people as well as their product lines. An understanding of human nature will make the selling process much, much easier. For example, people are often more afraid of losing something than gaining something 1https://en.wikipedia.org/wiki/Loss_aversion[. Because of this tendency, when framing the benefits of a product it is often helpful to show them what they would lose out on if they didn’t purchase your product, rather than what they would gain if they did.
Though easier said than done, salespeople need to be trained to keep on smiling, regardless of the number of rejections that they get. We can all sense when people are nervous and not confident. And that makes it a whole lot harder for your customers to trust that you know what you’re talking about. Zig Zigler, in “Secrets of Closing the Sale” says that “because of poor self-image and this fear of rejection, 63 percent of all sales interviews wind down and drift into oblivion.”
Remember that “All the word’s a stage“ 2https://www.poets.org/poetsorg/poem/you-it-act-ii-scene-vii-all-worlds-stage
Salespeople are like actors. They use language, props, and body expressions to convince someone of something. The only difference is that actors need to convince an audience that has already bought a ticket, while a salesperson needs to convince a customer to buy a “ticket”. Have your sales people take an acting class. Acting improvisation classes in particular, would be a great way to train a salesperson to practice thinking on his or her feet, in a convincing manner.
If you’re looking for a learning management system to help you organize your online sales training materials, Avizr can help you create interactive courses, send automated reminders, and keep track of learner progress.
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