Sales training – Listen, don’t just talk!
To be successful in selling one of the techniques you need to adopt is to:
Ask questions and SHUT UP!
This week we have delivered a sales training course to a Romanian sales team. Delivering a training course always acts as a reminder of good practice and good habits that we should all adopt.
Some interesting points came out of the sales training including: “How often we use our own perspective and prejudices in sales sand marketing instead of always asking questions to consider what is the customer’s perspective?”
Asking open questions – who, what, where, when, how, and then listening will provide us with the information we need to help satisfy a client’s enquiry.
However, too often a sales person will “push” a product or service onto a client without gaining a true understanding of what is required and how their product or service actually satisfies the specific needs of the client.
As mentioned in the training course, use your mouth and ears in the levels you were born with – two to one! Ask questions and listen – summarise and clarify what it is you have been told and then present your solution in terms of relevant benefits to your client.
Win Marketing have helped the Romanian sales team focus on the key stages of the sales process that includes:
- Preparation and planning
- A strong introduction
- Questioning
- A relevant presentation with features and benefits specific to the target audience
- Overcoming objections by asking good open questions
- Closing a sale
- Following up after a sale with good levels of customer service
Other areas we talked about in our training session this week is ‘what does it take to be successful in selling?’
The formula below is a good equation to adopt to be successful in selling:
Success = activity x skill x attitude
Know your activity levels, keep improving your skills and above all – maintain a positive mental attitude.
The delegates found our training course very practical and useful. They are now looking forward to implementing the new sales skills when back in their office next week. If you would like to improve your sales training performance have a sales training need please call us to discuss and see how we may be able to help you.
Ann
To be successful in selling one of the techniques you need to adopt is to:
Ask questions and SHUT UP!
This week we have delivered a sales training course to a Romanian sales team. Delivering a training course always acts as a reminder of good practice and good habits that we should all adopt.
Some interesting points came out of the sales training including: “How often we use our own perspective and prejudices in sales sand marketing instead of always asking questions to consider what is the customer’s perspective?”
Asking open questions – who, what, where, when, how, and then listening will provide us with the information we need to help satisfy a client’s enquiry.
However, too often a sales person will “push” a product or service onto a client without gaining a true understanding of what is required and how their product or service actually satisfies the specific needs of the client.
As mentioned in the training course, use your mouth and ears in the levels you were born with – two to one! Ask questions and listen – summarise and clarify what it is you have been told and then present your solution in terms of relevant benefits to your client.
Win Marketing have helped the Romanian sales team focus on the key stages of the sales process that includes:
- Preparation and planning
- A strong introduction
- Questioning
- A relevant presentation with features and benefits specific to the target audience
- Overcoming objections by asking good open questions
- Closing a sale
- Following up after a sale with good levels of customer service
Other areas we talked about in our training session this week is ‘what does it take to be successful in selling?’
The formula below is a good equation to adopt to be successful in selling:
Success = activity x skill x attitude
Know your activity levels, keep improving your skills and above all – maintain a positive mental attitude.
The delegates found our training course very practical and useful. They are now looking forward to implementing the new sales skills when back in their office next week. If you would like to improve your sales training performance have a sales training need please call us to discuss and see how we may be able to help you.
Ann
Leave a Reply