Sales Training

Selling skills are critical in any organizations that rely on ongoing buying from customers or clients. The ability to build relationships with customers, persuade them to make purchases and generate repeat business is at the heart of selling.

The Importance of Investing in Sales Training

In today’s business environment, having an edge over the competition is always useful. A strong sales team is crucial for a company to ensure that they stay one step ahead.

In a study mentioned in the SalesForce Training website, in a B2B setting, a salesperson’s competence is the most important factor affecting the prospect’s decision to buy your products or services.

Because of this, most companies are now investing in various sales training and improvement strategies. Effective sales training is the key to enhancing and helping your most effective asset—your salespeople—to reach your company goals.

The logic here is very simple: if they can’t sell at the top level, your company’s growth is affected.

Prioritize Your Sales Team 

While investing heavily in product development, recruitment, and marketing is important, a Company’s salesforce has bigger impact on whether or not they reach their goals.

Training your sales team to communicate value in their prospecting conversations can help your company generate new business opportunities, translating into huge returns for the organization.

The better trained they are and the more learning opportunities they get, the better results they can offer!

Incorporating Sales Training in Your Growth Strategy

To ensure consistent growth and tap into the talent, energy, and expertise of your current salesforce, training and development are crucial.

Sales training offers many benefits, especially when it’s incorporated into the sales process, recruitment, onboarding, and employee/customer retention.

Target Achievement

Regular targets are decided by every company for their salespeople. The question for every company is how to make sure that the team is able to perform as a whole.

Companies who invest in training and development for their salesforce often have salespeople who are able to achieve better targets.

As the employer, it is your responsibility to make sure that they are equipped with the proper knowledge, tools, and techniques necessary for them to achieve their target goals.

Increase in Sales and Profits

Companies who invest in the right sales training program are shown to have a higher return on investments. We all know that the organization’s sales department is the main revenue-generating department.

In today’s competitive market where every company strives for the client’s attention, the responsibility lies upon the salespeople to catch their attention right away and communicate value in every conversation.

Custom sales training helps organizations make sure their reps are following a conversation roadmap to success.

Companies that provide effective sales training to their employees normally focus on short-term and long-term performance enhancement.

The most in-demand skills are identifying customer needs, communicating value and building relationships. Actionable sales training programs can lead to better and higher closure rates of sales opportunities.

Sales training can help aspiring entrepreneurs, business owners and salespeople develop and practice the skills they need to succeed and increase their confidence level.

Sales training is essential for sales success. When a sales person, entrepreneur, or a business owner stands in front of a potential customer, being prepared with proper product knowledge, pricing and a powerful presentation can make all the difference in the world.

Proper sales training is necessary to ensure these skills are practiced and honed from time to time.

Below are a few reasons why sales training is necessary to become a highly effective salesperson:

Call Reluctance in Prospecting:
Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while some others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting their sales opportunities even further.

In sales there is a fine line between persistence and stalking a prospect. Did you know:

  • At the 1st contact, over 50% ofsalespeople give up if they get a ‘NO’ from the prospect, never to go back to that prospect again.
  • At the 5th contact, only 7% of sales people are left to speak with the prospect to see if they can do business together.
  • At the 8th contact there is only one percent of sales people left to work with the prospect.

Improving Communication Skills
While many salespeople enjoy talking to people, they may not possess well-rounded communication skills. Sales training should help to foster key skills such as listening to gain an understanding of what the prospect truly wants and needs, as well as the art of asking the right questions during the presentation.

Training should also involve learning how to effectively communicate with all types of personalities and diverse populations.
Learning Sales Methodologies

Sales training can teach the salesperson proven methodologies that has been successful in the industry.  This gives the salesperson a road map to be on track throughout the presentation instead of simply “winging it.”

A key component of most sales methodologies is the development of various closing techniques to gain a buying commitment from the prospect.

Trainees should learn how to look for the various signals that indicate the prospect is ready to buy.
Listening
As the Native American proverb says,  “Listen or thy tongue will keep thee deaf”… meaning if we keep waiting to speak rather than listening we shall remain deaf.

How long do we actually listen to another person before we start interrupting?

How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking?

Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?

Many people, especially sales people are not trained to listen effectively.

Sales people often worry more about what questions they should ask than paying proper attention to how well they listen.

I used to think that questioning skills were our most powerful communication tool but over the years I’ve come to realise that listening is the number one, most powerful communication tool of all.

Listening is an essential part of communication and it is not the same as hearing. Being a good listener requires patience and a willingness to pay attention and understand the other person, even when we don’t agree with them.

Our Sales Training will help you and your team to become a good listener and then act upon as required, basis what your client mentioned.
Rapport Building on the Call

Some sales reps already have a natural ability to create an instant rapport with a prospect, and only have to finesse it. Other reps can learn to research prospects in advance and find common ground to empathize with the person on the other end of the line. Whether you’re chatting about sports, attending the same college, or just the weather, rapport  building is critical to trust and relationships required for closing any sale.

Selling Skills

Negotiation skills is one of the many key skills required in Sales. Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer.

For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a skill that can be developed.

Negotiation can also be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward.

In a sales environment, not every sales situation needs negotiation, however, when a compromise needs to be reached negotiation often involves a series of communications between two parties to form an agreement about the details of a sales solution.

We will teach you all sales skills required to become a successful negotiator that could also help you in other situations in life.

Overcoming Objections –

Objections are very normal in any sales process, as prospects tend to seek reasons not to buy. An improperly trained salesperson may simply agree with the objection and stop selling.

On the other hand, the most successful salespeople expect to receive objections during their presentation.

Sales training can teach salespeople how to anticipate objections as well as techniques for overcoming them.

During our sales training programme, we conduct mock presentations which includes role playing, where the “prospect” offers numerous objections to the trainee.

Closing the Sale:

When you get a buying signal, it makes sense to move swiftly to overcome resistance and ask for the order.

Inexperienced or untrained  sales person who is so excited about their products often get caught up in convincing the client of their buying decision by continuing to list the associated benefits thus missing the client’s buying signal only to lose the sale.

The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on.

And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which are of real interest to the buyer who has already made a decision to purchase.

Sound like another story? In fact, there are many sales people who have sailed past such obvious buying signals and lost sales. Upwards of 70% of sales opportunities are lost because salespeople forget to shut up!

A lot of prospects will try to push the closing date back by a few weeks or a few months, and your rep may be trying to reach a monthly or quarterly goal for the team.

Our Sales Training will show how to see those buying signs & move towards a quicker sales closure.

Developing Administrative Skills

Some salespeople have a tendency to focus solely on the “people” aspects of the position, such as prospecting and making sales calls, while overlooking the administrative tasks.

Effective sales training points out the importance of functions such as tracking daily activities, keeping accurate records and analysing closing ratios.

This information can help the salesperson better manage their time, increase organizational efficiency and determine areas that need improving.  Training can include how to use software programs that can simply the administrative process and save precious time.

Close more deals faster and easier than ever before

You can hone your skills and become better than the majority of untrained sales people. It doesn’t take a master’s degree, anyone can master it with the right tools and training.
Our Sales Training Programs are as follows:

SellToThrive Sales Training Intensive [2 days]

The 2 day intensive covers topics such as: Strategic Prospecting, Planning & Preparation, Fact Finding Questions, Sales Presentation, Negotiation, Objection Handling, Closing Techniques, Social Selling, Email Marketing, Digital Marketing, etc.

Ideal for: Business Owners, Entrepreneurs, Start-Ups’ Founders & Co-Founders, Sales Managers, Sales Professionals, Freelancers, anybody who wants to learn selling skills.

If you are:

  • a professional salesperson looking to hone or refresh your sales skills;
  • an entrepreneur setting out to run your own business;
  • new to a sales and service career; or
  • an internal stakeholder looking to successfully engage with others;

then this programme could be ideal for you.

Tuition Fees | <On request>

Next Batch | < On request >

 SellToThrive Sales Mastery [6 Weeks – 6 Weekly Sessions]

The 6 Weekly Sessions is aimed at ensuring Sales Mastery in your industry with digital marketing strategies, customised sales approach, sales scripts, related objection handling, unique closing techniques, Email Marketing, Learning through Role Plays, Field Coaching and Refresher Sessions

Ideal for: Business Owners, Entrepreneurs, Start-Ups’ Founders & Co-Founders, Sales Managers, Key Accounts Managers, Sales Professionals, Freelancers

If you are:

  • a professional salesperson looking to hone or refresh your sales skills;
  • an entrepreneur setting out to run your own business;
  • new to a sales and service career; or
  • an internal stakeholder looking to successfully engage with others;

then this programme could be ideal for you.

Tuition Fees | < On request >

Next Batch | < On request >

SellToThrive Onsite Training for Corporates & Institutions

One day On-Site Training  covering specific sales related topics such relating to  as: Strategic Prospecting, Planning & Preparation, Fact Finding Questions, Sales Presentation, Negotiation, Objection Handling, Closing Techniques, Social Selling, Email Marketing, Handling Key Accounts, Accelerating Sales Force Performance, Handling Sales Teams, Incentives & Commissions….

Ideal for: Sales Executives, Frontline Sales Managers, Sales Professionals, Sales Teams

Approach: Our training programs include pre-training consultation, training needs assessment and personalized training programs for your organization to better address your unique sales challenges and make the training more relevant to program participants.

Tuition Fees | < On request>

Next Batch | < On request >

Your sales team will thereby learn how to:

  • Get more qualified appointments
  • Improve win rates
  • Increase influence with buyers
  • Create buyer motivation to take action
  • Deliver compelling sales presentations
  • Differentiate solutions from the competition
  • Overcome challenging objections that block sales
  • Consistently gain commitment
  • Identify seller power sources in a negotiation
  • Avoid discounting
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