Why does your team need sales training

Why does your team need sales training

29 Aug 2019

Sales Training Main Website

Improving Communication Skills
While many salespeople enjoy talking to people, they may not possess well-rounded communication skills. Sales training should help to foster key skills such as listening to gain an understanding of what the prospect truly wants and needs, as well as the art of asking the right questions during the presentation. Training should also involve learning how to effectively communicate with all types of personalities and diverse populations.


Learning new Sales Methodology
Sales training can teach the salesperson a sales proven methodology that has proven to be successful. This gives the salesperson a road map to keep her on track throughout the presentation instead of simply "winging it." A key component of most sales methodologies is the development of various closing techniques to gain a buying commitment from the prospect. Trainees should learn how to look for the various signals that indicate the prospect is ready to buy.


Overcoming Objections
Objections are a normal part of the sales process, as prospects tend to seek reasons not to buy. An improperly trained salesperson may simply agree with the objection and stop selling. On the other hand, the most successful salespeople expect to receive objections during their presentation. Sales training can teach salespeople how to anticipate objections as well as techniques for overcoming them. A commonly used training technique is role playing, where the "prospect" offers numerous objections to the trainee during a mock presentation.


Developing Administrative Skills
Some salespeople have a tendency to focus solely on the "people" aspects of the position, such as prospecting and making sales calls, while overlooking the administrative tasks. Effective sales training points out the importance of functions such as tracking daily activities, keeping accurate records and analyzing closing ratios. This information can help the salesperson better manage their time, increase organization and determine areas that need improving. Training can include how to use software programs that can simply the administrative process and save precious time.

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Kieran Perry - Sales Training - Business Coaching and Product Sales Expert