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The Sales Training Series – Listen to the customer

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Shut Up And Listen!

Blessed with the “gift of gab” are you? That is good. But true sales professionals know that before they start gabbing customers about the features of their product or anything else, they need to listen to what the customer has to say -. And demonstrate that they are paying attention

Customers won ‘t buy from you if they do not like you, trust you or respect you. And they are much more likely to buy when you can position your product or service as a solution to what they perceive as an important need. Listening is the key sales skills that will allow you to earn the trust of customers and uncover their needs at the same time.

Customers think the more you understand their needs, but they understand the products.

Who decides whether you are a good listener? The client makes. And since customers can not read your mind, they can only judge by the behavior you show them. Here are five key indicators that determine whether customers will perceive you as a good listener:

What kind of questions do you ask? Open-ended questions (as opposed to “yes” or “no” questions) prompts the user to speak. It must happen before you can listen. Most salespeople ask too few open questions.

How do you show your interest? Focus your questions about the client’s interests, not your own. What are you talking about golf if that person is not playing?

Are you taking notes? If you’re so interested in what the customer is saying, why would not you take notes?

Are you summarize what you hear? If you think you’ve discovered an important need, reconstruct it to check your understanding. This not only wards off confusion, it shows that you are paying attention.

Do you use what you have heard in your presentation? Product cast your comes after you’ve listened to, not before. And when you make your presentation, every feature and benefit you discuss should be tied to the need to find a way to ask questions. It is the true test – and true payoff – listening skills

Customers will not buy your products unless they first “buy” you .. And no matter how charismatic you think you are, you can not sell yourself people who think you’re not paying attention to their concerns. Never mind that be interesting. Be interested

in the field: ..

A sales representative for electrical equipment company landed a $ 77,000 order thanks for listening he picked up in action Retail Sales Training workshop

On call an electrical contractor, the salesperson used open-ended questions to uncover the basic needs drive purchasing decision: Developers need to buy food at a price point that would not exceed the amount that he had testified at a certain job, and he had to buy them fast. The salesperson listened carefully, reiterated the need to check their understanding and quickly made an offer that is tailored to the very requirements. It is hardly surprising that he was to win the bid.

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The Importance of Sales Training Videos

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All top sales analyst you meet is constantly learning, learning, training, read, network, attend seminars and watch sales training video to constantly increase their sales.

Why is it important? Because the competition never sleeps and someone is always going to try to knock you off of the top spot!

Let’s face it, a career in sales is more difficult today than it was 10 years ago .. decisions and procurement experts are getting better every day. They have more information at their fingertips, they are much more informed and analysis process and they have more options to choose from than ever before.

So what do you do? Do you keep using the same old sales techniques and sales method that you have used since you started your career? A: Not if you want to succeed

As a true Sales Professional you have to manage a career just like professional athletes do. You need to constantly improve sales skills, continue to search for new sales methods and new technologies, adapt to the ever-changing landscape and be open to reach beyond your comfort zone and try something new.

Do you get a better class? Are you constantly improving sales skills? Do you listen to the CD in the car as you drive around during the day? Are you looking at sales training videos that are available to you? Most importantly … Are you a sales person competition your fears?

If you are ready to bring out your “A” game, start by visiting some of the top sales blogs you will find after you do a Google search on the sale of Blogs. These sites and other marketing blogs, offering tons of wonderful articles and free resources on all aspects of sales. Find area development (weakness) and find relevant articles and guides to help you get better in those areas.

Next, if you are not one already, I would also suggest that you start building a personal library of sales resources such as sales training videos and inspirational or motivational CDs, and books on selling strategies.

I would encourage all sales reps, veterans and newbies alike, to write down your personal goals or commitment to yourself to improve your sales skills and personal development. Do it today! Write down your goals, be very specific and important … put them somewhere you will remember to check them every day

Here are some suggestions that I use with my sales reps !:

o Read a new sales skills training books every month.

o Invest in sound program of self-development and listen to it in the car every day.

o Buy a sales training video and encourage fellow students to do the same, then share videos with each other.

o Commit to meet at least one sales level courses or Webinar twice a year

As you multiply your input on sales training information and self improvement content, you will start to collect some outstanding “AH- ha’s hit home with you, and you can then start to take this street.

I can tell you from personal experience that the first time you make a sale, a new technology that you learned sales training videos you watch, you will be hooked on your personal development!

If you consider your career as a professional athlete approaching their career, you’ll find yourself at the top of the sales charts and leaderboard very fast!

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Why Sales Training Fails

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The goal of sales training activities to measurable results. Unfortunately, many people fail to do just that. Sales managers and trainers spend time and effort to do sales training but do not get the desired results. We will explore the twelve most common reasons why sales training fails and what to do to avoid them. The twelvw Resort

1. No support. Training is not associated with the top management tasks, goals and priorities.

2. No need. Salespeople do not see a reason to change or do not feel the need for training.

3. No Importance. Salespeople like the ideas or materials should not be a situation or territory.

4. Interference. Salespeople are so busy with events outside of training (ie budget, handling customer complaints, etc.) that they can not focus on the training itself.

5. Poor planning. Training is planned and time and resources are poorly used ..

6. No participation. Training is based on lectures and other passive learning methodology.

7. No trust. Salespeople are not enough confidence in training to try a new approach in practice.

8. No model. Managers do not provide a positive model for the skills and concepts introduced. The message is, “do as I say, not as I do.”

9. No salary. Salespeople do not get any positive reinforcement or payoff for trying new methods.

10.No training. Salespeople do not receive training on how to handle certain on-the-job situations.

11.No response. Salespeople do not get feedback about how their actions affect the result.

12.Task interference. Salespeople encounter obstacles, including lack of time, environment, resources, policies and lack of authority as they try to use new skills.

Keep these twelve reasons in mind as you prepare for the training event. You can avoid most, if not all, with proper planning, preparation, and follow through. To ensure that you get the most of every sales training activities we recommend that you follow the Seven-Step Training model described below.

SEVEN-STEP training model

1. Explain. Tell salespeople what you will present, how to do it and why.

2. Ask. Have them describe their understanding of what you presented. Remember, if they can not tell you, they do not know.

3. Show. Providing a “model” shows the proper technique.

4. Observe. Allow them to try the same behavior (either simulated or real situations.

5. Comments. Give them meaningful feedback to reinforce the positive and identify areas they need further improvement.

6. Plan . Engage them in the process that describes the specifics of how and when they want to practice and apply new behavior.

7. Follow. Always review the results of development activities.

If you are committed to success with sales training, you must commit yourself to the continued development of salespeople. If you do not you will most likely fall prey to one or more of the reasons why sales training fails. Use Seven Steps Training Model and adjust your efforts based on results of each activity

More information sales training go to :. trainingwinnersnow.com

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Car Sales Training Tips

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Every car buyer is unique. No matter what they all have different needs and desires of their financial circumstances and interests. Every deal is going to be different and it’s important to understand this.

People need a mode of transportation. No matter what they say, they are at the dealership because they want to buy a car so do not let them convince you otherwise.

Most of the buyers are not going to be honest with you about their purchase because they are going to be in the mode of defense in the beginning. Therefore, it is important for you to build up their confidence with you so that they feel comfortable to share the truth.

Do not lie to a potential buyer. If you do not know the answer to a specific question, then tell them you will find out for them. This can be a huge breach of trust if they later find out that you were not being honest with them about your expertise. This does not mean you have to share everything you know, but if they ask something to be truthful.

Keep the product your knowledge that you are expected to be a subject matter expert. If they can not believe in the knowledge that they will likely go or look for another car salesman.

Do not be desperate to sell the car. This turns car buyers, as they can sense the desperation in her voice and behavior. You have to act the opposite of the salesperson and be indifferent to whether they buy a car. Of course you want them to buy, but they need to feel that you’re going to be patient with them and keep their best interests in mind. Buying a car is a huge decision and many people like to take their time to make this decision, so do not be too pushy.

car buyer needs to feel like they did a lot. They need to be excited about the acquisition and happy with what they pay. Even if they may not have received much it is important that they see the actual value of the money they are paying.

Most car sales training programs help employees to learn how to treat their customers as they occur. Make them feel like the most important person you have spoken to all day. This will bring more business, they will refer their family and friends, even if they have not been purchased. You’re a real difference.

The most important part of selling a car is if you listen to the customer. You have to find what they are looking for and what their position is. You will not sell a car to someone if it does not meet all information needs and is out of the budget. It is important to constantly be aware of human skills and training and development should be an ongoing process.

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Sales Training Programs – How to have effective informal sales training Programs

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If you are in charge of the sales team, you know firsthand how important training is. When you think about what training may come to mind is some kind of training class that you send team. But you can have an effective sales training that are very informal but very effective. Here are two ideas for you to perform.

Have Sales Training as part of routine Staff Meeting

The staff you are usually a lot of stuff to go over with your team. Why not carve out a few minutes of staff to do a little training. You may have a role plays the sale situation. You can use a real life example of one of your team members is really to deal with now.

Another way to have a training session of the sales staff to have one of your team members present sales training materials. Getting members involved is a great way to build interest in training.

Conduct Sales Training On “ride-a-longs” with your team

You probably already going with your team members on sales calls. You can turn the “ride-a-long” to valuable training opportunities. Not only criticism of the call after call. To do this valuable, discuss what you want to work on before calling. Think about and discuss what you want to perform on the sales call. During the call the sales person practice what you talked about. Then, after the call making criticism.

Discuss what you want to achieve before the call makes it real training experience. If you make a lot of calls with a team that you can work on something different each time until you have covered most aspects of selling. This is a good way to get new sales people up to speed quickly.

a formal sales training is good and necessary for the sales team to grow. But, you can add basic training events with informal training to strengthen formal training.

Leading resellers requires extensive time management to get everything done that needs to be done. It is easy to neglect important piece of continuous training team. Do not let this happen to you. Think of new ways you can use the time you have with the team to make sales training.

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Car Sales Training

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Auto sales, and other sales is really a people business period! You need to define the customer’s needs and wants, and tailor your product to them.

This is what separates the “Order takers” from salespeople! Over 70% of customers buy something other than what they had in mind because the salesperson had their car sales training. These customers will leave happy because they have found a better option.

Car sales training, benefits both the salesperson and customer. Obviously, the benefits for the sales representatives are happy customers, and a larger paycheck, and this will lead to more referrals, and a larger customer sales from year after year. customer benefits because they will not spend more day for a month getting more confused, and wasting their valuable time trying to find that perfect car! They find something better than they had imagined.

Great salespeople who have had car sales training always sell what is available! When you do not have the exact car to the customer’s request, show them what you have, and how it can achieve the same or even why it can be better. Never, focus on what the vehicle is not the buyer wants, always focus on what it is to have, and how it will benefit them.

Salespeople tailor their product to customers, build value with a walk around the presentation, which then generates intellectual ownership. Using planned right turn route demo disk, create a hunger and thirst for the car today! When ordering steak when you want it done for you? When it’s hot right? How can you use car sales training and end customers, if you are not close while the client is experiencing vehicle, and the spirit of the new car smell?

This is day business. Take the time to ask questions (who, what, where, why, how and when) and offer the car in your inventory, and they can find that is just what they wanted, and it’s better than what they originally were thinking about.

People buy cars once every 2 to 7 years old, but we sell them every day. You should be a product expert . The client specialist and sales expert. Whenever a salesperson engages in sales promotion anyone ever gets sold! Either the client or YOU! The question is who is selling and what is being sold. This is your job, your career, you are a professional! Who should be better at sales, you or your clients? One way to be sure you get the highest percentage of sales potential to get some car sales training and stop winging it everyday!

You need to learn to ask qualifying questions , and you will find yourself to manage the sales process and close more deals. Repetition is the mother of skill so train a day!

We are a community of listeners and viewers do not readers like we used to be so …… I would suggest getting the car sales training CD you can play again and again in the car on the way to work or on the way home! This is where duplication can be the mother of skill! Along with the DVD, you can watch, and all that you can read. Let’s face it, you have a better chance of training from the CD in the car when you are not distracted by the wifey and honey make, and the kids at home!

Here qualifying questions to ask your customers …

1. What is the most important thing in buying your next car?

2. What is the second most important thing to consider ??

3. Is everything in place for you to buy today? If not, what would you do?

4. Is anyone else involved in your buying a new car today?

Auto sales are about 50 million a year for only 144 million licensed drivers in the United States. The public is always to buy cars, and dealers need car sales training for the retailer consistently.

The hard part for average winging it car salesman is that they need to convince customers that now is the time to buy! With all the negativity in the economy could be a daunting task if you just wing it without a real car sales training.

Auto sales are at their lowest level in 15 years, so strap on the feed bucket and get that car sales training from wherever you can, and keep practicing! As I had previously, repetition is the mother of skill, so to drive the car on the way to work is the best idea for time management and repetition drill it into your brain!

Find five to 10 closes as you want and have them memorized for encounters with John Q. Public! There will be a lot of fun, turning them phony objections to a buy signal, and wham, they just drove away in the car. The second to last thing they say is, “we were not expecting to buy a car today!” The last thing they say is thanks!

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Sales Team Training – Providing Competition

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Part of successful sales team training is to teach the team competition. Failing to know the competition or to teach sales team competition can put a group of seriously disadvantaged. Without knowledge of your competitors sales representative will not be able to put together a solution for their prospects that differentiates products and services from your competitors

In most markets, the challenge is not to try to convince the customer to buy your product or service . In most markets, customers when buying goods or services similar to what you are offering. The challenge is to show how your product or service provides more value than the competition. In some cases, also show potential why certain companies are not even rivals, although they are considered rivals from potential customers.

One of the best ways to get your team to know that the competition is to teach the team how to research your competitors. Teach sales reps to spend some time looking at websites and marketing materials of your competitors. Show them how to look at the competitive product offering and compare it to the product line of the company.

Once you’ve reported goods and services competition, then you can focus on how the team is going to analyze your business from the competition. The key is to look for elements of a product or service is better than your competitions. When you add all that distinguish you from the competition you will then see a unique advantage you are coming on the market.

Another way to collect information about the competition is to get it from the customers to your competitors. As the team goes into the field, they are going to be calling the prospects of doing business with your competitors. Teach the team to ask the right questions to those customers. Two very key questions you want to ask are:

a) What do you like best to do business with a competitor my
b) What do you like least about doing business with a competitor my [19459003?]

Knowing the answers to these two questions can be very powerful for the sales team. This will give you a perspective client about strengths and weaknesses of the product line opponents. Armed with this information, sales representatives can learn how to frame their presentations so that they can draw strength competitors and maximize their weaknesses compared to your business.

By taking the time to provide the sales team training on the competition, you give your organization a huge leg up in the marketplace. This will allow you to make more sales, retain more customers, and help your business generate more profits in the long term.

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Important factors for Sales Training, knowledge!

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We have just gone through a restructuring process with our online business. Part of this has been a change in the form of the sale of our life and training. Evaluation of business and sales policy has taken countless hours to complete and re-write, but the result has been worth it. We have found a strategy to improve business managers performance and create some structure to their day. We realized that without structure and reliable reporting process, we would not be able to retain employees and keep them to return to an acceptable level. These changes to improve consistency sales for our company and to create a viable and sustainable future in a constantly changing market advertising.

For our account managers to be able to sell advertising in which they need to be seen as an authority on the subject. Our customers were often asked “There’s so many of you in the market, which one should I choose?” if our account mangers could not come up with the answer on the spot they always lost out on sales. This was not good for them or the company as they are committing just sales people who need to make sales to survive. At Work Boot have identified the need to change the sales process to name our competitors and pointing out the differences Work Boot is.

This has proven to work in the past and is proving work effectively with the new reporting process, increase sales and create a steady revenue stream for the company.

sales people or account managers need to be armed with the knowledge and resources of their competition. This way they can answer any questions customers have about the relevant industry. If you arm you sales people with the knowledge you will see a rise in sales and consistency sale.

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Sales Training – How to use role play effectively

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is a role playing game and videoing a good tool to use in sales courses? This is often a question I asked when meeting potential customers who are looking at the possibility of running a sales course.

Well think of it this way, it’s Monday morning after the big game at the weekend Premier League football coach brings the team to review the game. The video goes and coaches and players watch, every game is detected, the tape is stopped and the coach asks the group what was good, what was bad and what they can do differently next time.

If the video evidence is good enough for the Premiership footballers to see their strengths and development needs then surely it is a tool that should also be used for sales training courses.

I was in Spain recently and I decided that I would go and get some lessons. I used to play a lot of golf and moved a number of years ago and actually got out of the habit. I decided now is my chance to get back into it and guess what, the first professional golf teacher did was admire my swing and the video it.

The video was then played back as a professional golfer pulled each part of running down and analyzed each part he pointed out the good bits and the areas I need to work on, the amazing thing about it was that I did not need him to the point that I moved my head as I saw it myself.

I guess the real point of this article is to say that we all need to take a step away from what we do every day and analyze the good points and that we need to work on.

It is a known fact that sales courses when experienced top salespeople sit down and analyze what they do, they will find areas where they can improve.

We really need to take stock every now and again and check are cutting corners, we are missing the opportunity for you to sell we are dealing effectively with the opposition as effectively as we can we are missing a buy signal etc. So to answer the question is a good idea to play the role of video on sale courses, I say again, if it helps professional footballers and helps professional golfer then surely it will help professional salespeople.

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Sales Training – Focus on final sale

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You will definitely experience times in the sales cycle process when you do not manage to ask for the order. Sad to say, a great number of sales representatives in trouble closing sales because of inadequate skills closure. Here are some tips on “closing Skills” that can stop you from turning into one of the sales representatives.

The importance of the sales process

You can not constantly end simply because “the end” is the only one among the stages of the sales process. There are several factors that must take place before you decide to begin to close the sale. At the very least, before you decide to close a deal, you will build rapport with current clients, recognize use for the product or service and then offer the product or service as a solution. Each of these factors needs to be done before you decide to begin to close the sale. There are many factors that lead to a successful close.

If you fully understand the sales process, you have to be aware of and the right way to ask for the order. Well-trained sales representatives perform a well-defined sales process so they understand exactly when one left to do is to close the series. Last sale is all about knowing the sales process it is undoubtedly an important factor in the sale is closed skills.

methodology to close Skills

Once you have explained all the goods or services that benefit current customer will have, you need to close the sale. You should not think about closing skills, simply ask for the order. Current client would either give you a series (Well done!) Or alternatively give you some sales objections. The method is to use all the closing skills when you have solved all the objections your customers.

protest is a step closer

So, you have some sales objections, easily. Certain potential customers you want to satisfy their business and think it is their responsibility to have some sales objections. Some customers may have misinterpreted something you have said or have some questions. Take it easy and do not panic, just because you have just taken one step closer to closing the sale. Opposition is certainly not a rejection. Opposition is just a request for more information utilized sales skills to properly overcome objections.

How to close the sale

Just how closing skills work? In fact, closing the skills initially implemented in connection with the investigation Close. Subsequently, as soon as all sales objections your customers have already been properly addressed, you have to again close the sale and thus ask for the order. You should not even think about it. Simply ask for the order. Just be direct and assertive final sale. Utilizing all the great skills of closure devices. Positive believe that the customer is willing to do business with you. This is indeed a powerful sales methodology that can help you close more sales.

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