We all know proper training of sales reps goes a long way in selling effectively. But, how can you impart the necessary knowledge and skills to your salespeople effectively? What does it take to enable your sales folk sell well? Well, you need to focus on 3 key aspects. Let us see what they are.
1. Nurturing the right selling mindset
It is rightly remarked that sales are contingent upon the attitude of the salesman. A sales rep with the right attitude approaches the prospect positively, and needless to say, this helps sell better.
Janice Davies, in her post 7 Steps To A Positive Attitude & Better Sales, advises firms to keep the following in mind to facilitate effective selling.
- Train sales reps to be solution-focused; reps who think about solutions to problems are more successful.
- Tell them to celebrate success; it’s better to have a list of prospects and tick them off when you close the deal. This helps you see and believe in your achievements.
- Foster a culture of constant learning; help your reps acquire new knowledge and skills. When sales folk learn something, they integrate it into their daily lives and use it to resolve their issues. So, the more your sales staffers hone their abilities, the more they can sell.
- Create a desire; offer incentives to top reps and recognize their potential. This creates an urge in the sales folk to do well and salespeople with a strong desire to succeed usually exceed their quotas.
2. Train them to approach customers confidently
Reps who deal with customers confidently are often more successful in closing the deal. In their insightful whitepaper, Your Guide to Insight Selling Success, sales ninjas Mike Schultz and John Doerr point out that many salespersons are meek and this enables the prospect to dominate the sales conversation.
To avoid this problem, you need to train your sales reps to conduct discussions with potential buyers the right way. This can be done very effectively in a classroom setting, where sales coaches can simulate “actual” sales conversations and help your reps negotiate confidently.
3. Tell them what the customer says is not always true
Sales reps are often told the customer is the king. However, many a time, the customer’s perception of his problem is wrong. In his best-selling book The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, David Mattson advises companies to train their salespeople to analyze the prospect’s problem thoroughly and not just go by the potential buyer’s words. This would enable sales reps offer the right solution to the problem.
Proper training goes a long way in enabling your people sell effectively. You need to focus on 3 important aspects when you train your sales reps.
- Fostering the right attitude
- Helping them approach the prospect confidently
- Reminding them the customer’s perception could be wrong
Hope you liked this post. How do you facilitate effective selling? We’d love to know.