Why Invest in Customized Sales Training?
There are hundreds of public sales training programs available for sales personnel to attend. Typically, those sales training programs are high on presentation of theoretical and generic concepts. They have good information to present, but attendees leave with lots of theories floating around in their heads.and not necessarily any concrete examples to help them execute those theories in the field.
They are called "attendees" rather than participants, because those sales training programs are usually delivered to large groups of people with little or no participation by the attendees. Most sales personnel forget the theory within weeks and are frustrated trying to translate the concepts into skills that they can use in their own selling situations. As a result Sales managers become annoyed with the lack of improvement after investing money to train their staff, and everyone is disappointed in the results and reluctant to spend more money on sales training.
What Can Your Sales Staff Achieve with Needs Based Selling Techniques?
Higher appointment-to-prospecting ratios when cold calling
More effective, progressive contact with the sales decision makers for the duration of the long term selling cycle
Fewer unqualified prospects clogging their sales activity pipeline
Increased conversion of sales presentations and proposals into booked sales
Training Development and Delivery Services:
Sales Training Programs:
Why should sales reps learn Needs Based selling skills?
Why do sales reps need better skills with Handling Objections in sales and Sales Closing Techniques?
1. When faced with an objection, many sales reps become rattled, sound defensive, repeat the objection which re-enforces the negative, and repeat information they've already discussed as a method of responding to the objections, or even worse, they "wimp out". By using Needs Based Selling techniques and handling objections in sales with a 4-step process (The 4 R's) for responding to those objections, sales reps address those objections and convert more prospects into sales.
2. Sales reps don't always have an objective in mind before they make a sales presentation. There are many closes that can be used during the course of a sale, especially one requiring multiple contacts. Therefore, they need to employ a variety of sales closing techniques across those multiple contacts. Identifying these next steps in each prospect contact and using them as tools to move a sale forward increases the sales rep's success ratio!