Sales training is a great way of improving the techniques that your sales staff use to seal a deal. Salesmen tend to perpetuate the myth that training cannot be taught. They treat sales like a dark art that can only be conquered by an elite few. Although it is definitely the case that sales can suit some people more than others it is also the case that techniques can be taught to increase the proficiency of all your sales staff.

Sales training can have a great impact on your business. It will help your sales team improve their planning and organisation, improve their understanding of customer Psychology, improve the communication with customers, manage the sales process and improve their written communication. These changes will result in a fantastic improvement to the amount of sales your team achieve and will more than pay for the cost of the training.

The planning and organisation of your sales team can be improved by teaching your team to manage their time productively. Techniques can be taught that can easily be followed and result in a better focus of your sales team’s time. A course will also cover territory management. One of the most effective ways of improving sales is to improve planning and be prepared. Setting short, medium and long-term objectives will also help your team stay motivated and achieve better sales figures. A course will help sales staff to evaluate their personal image and the impact they have of prospective clients. Theories of planning and organisation can provide a great foundation on which sales staff can build success.

Knowing a little about customer psychology can go a long way to improving the quantity and quality of client acquisitions or sales. Understanding the needs, wants and desires of the customer will dramatically improve your company’s abilities to meet them and as a result you will make more sales. A sales training course can also improve the sale team’s ability to use and analyse market information and recognise customer behaviour. Once the sales people have become familiar with the behaviour of their customers they can be taught to respond appropriately to win over the customers.

Communicating effectively with customers is the most crucial aspect of making a sale. The first step to communicating with customers is to work within a structured process. Once this has been achieved techniques can be taught that develop the sales person’s ability to deliver effective questioning to identify customer needs and concerns. A course will also teach you to listen actively and effectively. This will provide you with the necessary information to influence the customer and achieve a sale. It is possible to learn how to recognise non-verbal signals from a prospective client as well as know how to behave in a way that has positive impact on the potential client. This includes the way in which to close a deal or negotiations appropriately.

Understanding the sales process at a theoretical level can benefit sales people in practice. Understanding the sales cycle, clarifying the customers’ needs and summarising special concerns will help the sales staff know how to handle customers. It is also vitally important that your sales staff know how to present the products and services effectively. They must utilise the products features and benefits as well as communicating appropriate added value. They must also be prepared to deal with objections without sounding resistant. As well as teaching all of these techniques a course can help the salesperson improve their closing technique.

Another vital aspect of the sales process that training can improve is the level of written communication that your staff produce. A course can help them produce clear, concise, customer-focused written communication. It will help them to structure proposals and quotes as well as helping them present proposals and quotes. A course will also encourage your staff to be aware of the legal implication of their written communication.

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Help answer the question about sales closing techniques

Do I need to start looking for a new job?
We have a lot of signs that we may be closing but no official word yet. Here are some of the signs:
The people who have quit have not been replaced.
Conference calls with our area managers about our low sales at least once a week, when last year we only heard from them once a month.
High shrinkage results at our physical inventory that took place in August/07.
Sales are lower than last year's sales but not by a whole lot.

At our conference calls, our area managers always say positive things and makes it sound like we're not closing. Is this just a technique they're using to make us stay and not start looking for new jobs??? I'm very concerned and want to know from a legal standpoint, how many days or months in advance must they inform us of a store closing. Our office only has 5 people working here. Any ideas?

About Author

Shaun Parker is an expert on sales training and customer service training. He shares his experience to help you.

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It’s not a secret that selling involved several parties: at a minimum the seller and the buyer. In the USA crime stoppers is a philosophy of partnership between community, media and law enforcement because someone other than the criminal can solve the crime. When a salesperson is aware of such a partnership is selling, stopping a sales crime, can bring in revenue.

Reluctance to get involved. Are you getting your clients involved enough? How about getting them involved to the degree you build the bridge from unknown to known? I like to involve my prospects early on because it is when we each have the most success. With a complimentary session, the prospect experiences me, my service, my style. They get to know, like and trust me and that gets them over the bridge from unknown to known. It’s similar to the puppy dog sales closing technique except for both me and the prospect: we each get to hold, pet and decide if we are right for each other. How can you overcome your prospect’s reluctance to get involved?

Going the sales trail alone. Whether online or in-person networking you deepen relationships with people you identify as prospects and connectors. Keep in mind to also continue to deepen your relationship with past customers. In a down economy, it’s often the referral of you and your product or service that stops the crime. You can either ask for a referral or have a positive and strong enough effect that someone will refer you. You can be the one who comes to mind when hearing about your need, prompts someone to refer you. More studies bear out: people buy on referral at least seven to nine times more easily. You don’t have to go it alone.

You don’t ask for the decision. I’ve done this on rare occasions. Why only rarely? My perspective is if I have followed the science of selling, then I owe it to myself, having earned the right, to ask for a decision. When I don’t ask, it’s usually because I’m not so confident I’ve done everything. My preference is to get a no and then figure out where to go from there with the customer.

NOTE: All selling crimes center on you; some center on the customer. Certainly there are more crimes that need to be stopped but with these particular crime stoppers more controllable on the salesperson’s side, you will more quickly get sales results – a definite edge in a down economy.

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Help answer the question about sales closing techniques

What sales strategy is it called when you use a customer reference…?
I can not remember for the life of me. some kind of closing "technique" or something…

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And you can sidestep your sales performance anxieties, overcome your fear of rejection and demolish your devastating doubts to become a top sales pro using the secrets revealed in FREE reports at Sales Tips for Introverts.

Patricia Weber, 20 years sales training and business coach helps introverts, shy and even reluctant to sell extroverts who want to accelerate their sales results!

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