Sales Training - In need of Sales Inspiration.
sales training is a popular search term on Google not surprising with a world wide recession still impacting the profitability of numerous companies.
A classic thought is that many businesses can sell themselves out of a recession which is partly true. However to be happy in the new overall economy, Sales Training needs to swap.
The truth is, Sales Training is a lot more than just a process to produce results that sales managers and sales directors need, it has to form component of a selling system for the new millennium.
The reality is that customers are even more aware of the product or service that they buy. Truth be told that research is so much convenient to carry out. All your potential clients need to do is head over on their laptop and search around to view what people are saying about the company you plan to do business with. Let me ask you a question; are your sales team flexible enough to deal with this?
If they only recognize how to stick to an outdated process without the need of flexibility, their results will suffer. Gone are the days of 'telling and selling' and sticking to your sales objective regardless of the.
The way forward could be the flexibility to adapt to both the customer and the environment you will be selling in. Have you ever noticed there are certain people in your sales team that always seem to undertake well and yet that they don't really follow practise. This gives a huge clue that it is time to make changes.
Many traditional sales training programmes have a list of things to "do" to the customer. These are designed to be carried out in a specific sequence that is then designed to deliver the desired end result.
Today's savvy customer is so wise to this, and predictably know that the sales rep might introduce themselves, ask a few questions and then most likely ignore that which was said and launch inside pitching the product or service they are promoting.
How about something different that actually works for everyone. That could be the customer on the receiving end of the sales person, and the sales representative that is rewarded with the gross sales and increased revenue for the company that employs them. One of the vital keys to the present is to switch around the way we think. The task at hand is to spotlight outcomes rather than targets. A subtle distinction and yet vital nonetheless.
Outcomes revolve around the end result where objectives traditionally consentrate on a set goal. So when you think of outcomes think results. Generally this is music to most sales manager's ears.
With that in mind, sales training starts to change as the focus moves into getting a tangible result. Now the sales human being has more engagement along with the process and accountability for the outcome.