Great Sales Training

Posted by David Guerrero 

Normally, whenever you would go to a sales training program, the overall success of that program would be measured based on how much the program inspired you to sell, and the tips that the program gave you, things that you wish you would have thought of yourself, and the time saving techniques employed to allow you to spend more time selling.

Oftentimes these kinds of programs would include software that you are supposed continuously use in order to increase sales generation – but the numbers would remain the same.

Unfortunately that kind of sales training program doesn’t quite cut it anymore. A sales training program that will give you some limited stock of ideas but that will not change your overall perspective of how to sell will not pass the test of time, and you are likely to forget everything that you have learnt within 30 to 60 days anyway.

Sales training, just like any form of marketing education, is more about the attitude behind it than any secret of steps that are disclosed to a select few. A good salesperson understands their products well and works to match the benefit of those products to the needs of the customer. However before we can even reach that step, the important thing is that the salesperson has to have the right attitude pictured inside their head in order to sell. Selling is an attitude. It’s all about how you think, feel and react. It’s about how you feel about yourself, your company, your products and, of course, your customers. It’s about having CONFIDENCE, PRIDE AND CARE.

Confidence

Believe in yourself and DO IT

All successful selling is about having confidence and not just simply hoping that the customer will buy. You have to believe in yourself first, and only then can you expect customers to believe in you. The first thing that you sell is yourself.  Even though self-belief does not always guarantee a sale, it increases the chances of success. If you do not believe in yourself first then the customer will not believe in you either, nor will they believe a word of anything you say. Your doubts will become their doubts and a sale full of doubts will never close.  Simply having a can-do attitude can work wonders; in other words, go out there, get the sale and be confident in what you're saying and doing.

Pride

Pride in your company and your product

First and foremost, you should be proud of where you work. Engage yourself in the brand and the brand’s values. Understand your company's core values and the overall mission. You need to have a good understanding of your mission before you engage in the journey. You should also be happy to tell others where you work.  Secondly, but most importantly, have pride in what you're selling and all the amazing benefits of having that product. Just the thought of having the opportunity to sell such a fine product along with the pride of working for such an amazing company are great motivators that will excite you and your customer during the sales process.

Care

Take care of your customers

Finally, in order to sell, you have to take care of your customer. Not by just simply dumping products on them, but rather uncovering their needs,  overcoming any objections they may present and eventually matching your product to their unique needs. Objections are an amazing thing to have during the sales process. It shows your customer is serious about buying your product. Overcome those objections and you will have the sale.

Retaining your Assets

Your Customer!

If you want to retain your customer, you should care about them and their problems, and hence be proud of how your products will help. You're building a relationship not just a quick sale. Caring for your customers is going above and beyond the normal selling process. Follow up with them, check that the product met their expectations and see if there is any other way you can help them, or even enhase the product you already sold them. Go back to the basics. Send them a nice note recalling something about the conversation you had with them. Let them know you listened! When others know that you care about them personally, then they will be far more willing to trust you -- and trust is the first doorway towards selling.