Sales Training Articles

When I ask this question in my sales training programs, I tend to get blank stares from most attendees. They have this look of “It’s evident you don’t understand my business or industry or you’d see it’s not possible to double our sales.” I believe this attitude comes from them only thinking about what can happen within any given year.

How do your reps solve customer problems when things go wrong? How proactive are they with their solutions, especially when the problem was caused by your team?

There are three distinct levels of sales skill training you can provide your team to help increase sales and profitability.

Are your reps using the best selling language available today to close more business? There are only four reasons why people buy when given competitive choices. Let’s use you as an example. Pick a time and something of significance you were buying. Why did you choose the vendor you chose?

Join me as I talk about ways you can help your team be more proactive initiators bring new ideas to your buyers…so they can sell even more!

How tenacious are your sales team members? If you gave one of your reps the name and phone number of a new sales prospect, how many attempts to contact that opportunity will your reps make before they give up? How many contacting attempts would you like your team to make before they abandon an identified sales opportunity?

Join me as I offer ideas you can use to help your team better handle a buyer’s rejection. Because the more no’s your reps can take…the more yes’s they’ll likely get!

Some of the best selling ideas are also sometimes some of the oldest. A great example of great selling ideas that still work is the “feel-felt-found” method of selling. The idea of “feel-felt-found” is to persuasively handle objections while still showing empathy and understanding for their buyer’s challenges. 

PowerPoints have likely become an integral tool for your reps to explain your operations, how your processes work, and why your quality is so superior. The problem though is most of these presentations are really ineffective.

How many of your reps only approach their customers selling just one new product or solution at a time? Selling single-product solutions reduces your ability to communicate your support, service uniqueness, and value you offer your buyers.