The Sales Training Series – Five-buying decisions

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Have you ever had a customer that seemed to reject nearly everything that you were present? We all have. Research on customer buying decisions has revealed that resistance client can not be because you promote. It could be a series of presentation.

Our research has shown 76% of sales promotions are out of step with buying decisions. When making a major purchase decision, your client goes through the process five sequential decisions.

1. Salesperson. Customers decide if they want and can trust you.

2. COMPANY. What is the reputation of your business? Is your company a good match for them?

3. PRODUCT. Were the right solution for their needs?

4. PRICE. Is the solution a competitive price? Is it a good value?

5. Time to buy. Is now a good time for them to continue with the purchase?

Customers will find reasons to buy when the presentation is out of sync with their purchase decisions. To increase your chances of success, you will Sequence presentation to follow the decisions of the customer. When you do, you’ll sell the customer on each buying decision. This is exactly how professional salespeople orchestrate sales calls them

in the field :.

Jerry Montgomery, one of the top selling horticultural industry and marketing consultants, recently spoke about how the Action Selling sales training Program has impact on sales performance.

“Today, product and service differentiation is more difficult to define and communicate.” Montgomery noted. “But the right training can mean increased sales. Sales of Action is particularly effective because it focuses on the unique techniques to uncover customer needs, resulting in a differentiated solution.”

Like playing an increasingly competitive and time buyer is at a premium, new sales skills key to success. “And yet,” said Montgomery, “many companies provide sales organizations with little or no selling skills training to meet these challenges.”

“In Action sell,” he went on to say, “Sellers can turn to the work at hand, confident that they are utilizing the most advanced sales techniques available today. And it’s useful to the seller, the buyer and the bottom line! “

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Is it time to rethink Sales Training program or Sales Training effective?

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Sales is still a must for companies that want to be in the market. A recent Internet search uncovered over 471 million visits to the words sale or sold. Additional Internet bookstore revealed similar interest with almost 11,400 titles including key words sale, over 8.208 titles of key words to sell and 4700 titles with key sales and marketing.

Extensive research conducted by the American Society for Testing and Development (ASTD) discovered direct training expenses were 2% of wage costs by another 10% more in indirect costs. With all this growth and dollars invested in training and development for improved sales, perhaps now is the time to assess the sales development.

The following estimates are for you, the manager, or the organization to determine the success of current projects sales development within the company. After taking this brief assessment, some ideas and questions to consider has been provided to help you find truly how to ensure sales development success you desire and more importantly need, highly competitive global business market today.

1. Are Learning engagements training (learning new skills) or development (strengthening existing skills to improve the already learned skills)?

  Training Development

2. a minimum of 50 hours of training or development of the year devoted to the development of the necessary skills, knowledge, attitudes and practices that are necessary to become a world-class organization?

 No  Yes

3. Is the training or development offered on a weekly or biweekly basis provide ongoing opportunities for application and feedback?

 No  Yes

4. Is the training or development available on a monthly, quarterly or yearly study recruitment of 6 hours per day without opportunities for application and feedback between learning commitments?

 No  Yes

5. Is the training or development in line with the current organizational goals and supported from the top down by the CEO and the executive?

 No  Yes

6. Is the training or development based on the “core” skills?

 No  Yes

7. If training or development based on the “core” strength, how often have you had to repeat the training?

 No  1 time  2 times  3 times  4 times or more

8. Is the training or development based on “relevant” results?

 No  Yes

9. If training or development based on “relevant” results, how often have you had to repeat the training or development?

 No  1 time  2 times  3 times  4 times or more

10. Is the training or development based on the weaknesses or strengths of each individual within the organization?

 weaknesses  Strengths

thoughts and questions for your consideration

Now that you have completed this simple assessment, the following thoughts and questions are designed to help you determine the success of current sales in your training or development.

1. Are Learning engagements training (learning new skills) or development (strengthening existing skills to improve the already learned skills)?

  Training Development

If the answer was training and goal is to learn new skills, you are right on target! However, if people already have knowledge, then you need to focus on the development of learning. Development goes beyond training and working to build what is in it for me (WIIFM) leading to What’s in it for us (WIIFM).

2. a minimum of 50 hours of training or development of the year devoted to the development of the necessary skills, knowledge, attitudes and practices that are necessary to become a world-class organization?

 No  Yes

If the answer was yes, GREAT! You and your company is committed to the people and to achieve the next level of success. However, if any part of the answer was NO, and you want to create a world-class organization, how are you going to achieve that goal? Much of traditional training or development focuses on only knowledge and skills. Still, performance failure more often than not because of poor attitudes and habits. Attitudes redevelopment is the key driving force to change behavior and to ensure sustainable success. Remember, if your people have spent at least 20 years to learn something, one or even 10 hours a year will not significantly affect their behavior.

3. Is the training or development offered on a weekly or bi-weekly providing ongoing opportunities for application and feedback?

 No  Yes

If the answer was yes, again CONGRATULTIONS! People have many opportunities to practice newly learned skills so that they are “competent” in both attitudes and behavior. For example, we all know what 10 x 10’s. However, very few of us can respond as quickly and with as much confidence in the 23 x 24’s.

4. Is the training or development available on a monthly, quarterly or yearly training obligations more than 5 to 6 hours a day without opportunities for application and feedback between learning commitments?

 No  Yes

If the answer was yes, then the program may not be producing the desired results and potentially create a negative return on investment. Research suggests that one-time exposure to a learning event such as 1 or 2 days of full training or development sessions results in 50% cognitive retention after 24 hours; 25% cognitive retention after 48 hours and less than 2% cognitive retention after 16 days. Remember, the brain just swallow, but the butt will endure.

5. Is the training or development in line with the current organizational goals and supported from the top down by the CEO and the executive?

 No  Yes

If you answered Yes, again you and your company plans to succeed. If the answer was no, then you may want to consider looking at the organizational goals to ensure compliance. Important side question to ask is can the name of your organization all the exact same top 3 organizational goals for the current year? If not, what are these “miss actions” cost you in terms of financials, leadership, relationships both internal and external growth and innovation?

6. Is the training or development curriculum “core” skills?

 No  Yes

If you answered yes, those skills are you using? Make all the skills for working with your company and your people?

7. If training or development curriculum is based on the “core” strength, how often have you had to repeat the training?

 No  1 time  2 times  3 times  4 times or more

If you answer more than one, then the core competency based curriculum truly effective and provide adequate end result of transformation?

8. Is the training or development based on “relevant” results?

 No  Yes

If you do not, then why are you undertaking this training or development?

9. If training or development based on “relevant” results, how often have you had to repeat the training or development?

 No  1 time  2 times  3 times  4 times or more

If you answer more than one, then possibly the desired end results were not clearly communicated within the entire organization. (See above Question 5, the side of a question.)

10. Is the training or development based on the weaknesses or strengths of each individual within the organization?

  weaknesses Strengths

If you answer, weaknesses, then the question is why work teams work? Is it because of the weaknesses or strengths? Training or development should be based strength not weakness-based. A strength-based curriculum ensures that all leveraging their assets while working to improve the potential strengths and weaknesses.

This brief assessment and evidence and questions are designed to help you easily recognize where the current efforts could be redirected to ensure that sales training and development is truly deliver the desired end results.

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Sales Training Tip – The Pause, powerful technology that generates more sales

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sales courses, you are taught to deliver a message to sell? Listening without speaking really runs counter to the instincts of most sales courses. We are taught and conditioned to present a solution as soon as we hear problems.

In fact, it is almost routine for people to interfere. But think about how you feel when you are interrupted before you finish your thoughts. Do you feel frustrated? Irritated? As you are being sold to? Listen carefully to the customer is not easy but the rewards are great. It is a sales technique that anyone can use to great effect

Here is a powerful sales training tip that can bring you great rewards -. Pause. Does this waiting, and not jump in at the first opportunity.

Sales Training Tip -The benefit of pausing

1. Your customers may be stopped to collect his thoughts, or to take a breath.

2. They may be gauging your interest point of view, to see whether you are listening or just waiting to jump in. When you resist the urge to jump in, you’re often pleasantly surprised to hear that there is more, and it is important.

3. Most people feel uncomfortable with silence, so they rush in to fill the void. Instead you rush, why not let your customers have the opportunity to fill the void?

4. Your customers feel validated and important when you give them the opportunity to elaborate on their thoughts.

5. Pausing gives you time to think before you answer the question or objection

Sales training tip -. How pause

minimize distractions. Focus on your customers, or on pillows where you take notes. If you look out the window and take a traffic jam, your mind will jump to get to your next appointment, you will miss what the customer says.

Use the most natural reason to pause, which is curiosity. Really wanted to hear what your customers have to say will cause you to pause naturally as you wait for them to implement.

So, the next time you ask a question, stop and wait for a response. And really listen to the answer. When the speaker stops for a moment, pause again instead of rushing.

You will both win, because they get a chance to finish their thoughts, and feel validated. And you’re more likely to get valuable information that you could not get one!

You are invited to use this powerful sales training tip to help you increase your sales.

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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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