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Quote I am having a great year. In fact, it's about 6 times better than last year! Far and away better than last year, I would say. I really want to thank you for helping me out. Quote

- Cindy Exline

 

Sales Force Training – Bringing Your Sales Force into the 21st Century through Training

What's the goal of your sales force training?  Is it to teach your salespeople to fail?  What are you teaching?  Are you teaching about the features and benefits of your products and services? If so, you’re not preparing your salespeople for the modern day prospect.  You’re preparing them with sticks and stones to do battle with the Delta Force.

Training Your Sales Force in the New Millennium

Be honest - you hate to be sold, and so do your prospects; but, they love to buy.  So your sales force training must concentrate on teaching your people how to guide their prospects to discovery.   When your sales force is properly trained they will efficiently and effectively help people discover they need what you have. The archaic idea of piling on benefits and features just wears down your sales people and turns your prospects away. Your sales force needs to stand apart from the crowd of other sales groups out there. You must approach training professionally. If your prospects cannot see a difference between you and the others, then the only deciding point will be price.

Permission to Say “No”

Training your sales force today needs to be different from beginning to end. They need to learn to set ground rules with the prospect right from the start. The first of these ground rules is to empower your prospect to say "no." As weird as it sounds, if your prospects are given the power to say "no" right from the start, your sales force will sell more.

What?  Yes, the empowerment to say "no" lets the prospect feel in control.  When the prospect has that sense of control their confidence is boosted.  With confidence their defenses relax and they become more open.

Make sense?

After the empowerment to say "no" your salespeople will empower your prospect to say "yes." When a prospect is first empowered to say "no" they subsequently gain the confidence to say "yes." Sounds odd, yes, but it is true.

Qualify Hard, Close Easy

You must teach your sales force to qualify prospects.  They must learn who their best prospects are and perhaps even more importantly, who they are not. The best prospects are the ones who should get your salesforce’s attention. What identifies who the best prospects are? You qualify hard using the following criteria: 

•             Is there an emotionally compelling reason that the prospect must do business with you?

•             Does the prospect have the money, resources, time, and a willingness, to do business with you?

•             Is the prospect empowered to say "yes" or is he only authorized to say "no?"

In the New Millennium, selling is completely different than when your parents were young. Today people aren't impressed with glad handing.  They don't want features and benefits shoved down their throats.  It simply doesn’t work today.

So if you are serious about training your sales force and arming them with the selling skills they need to be successful today, we should talk.

Simply pick up the phone and call us at 847-513-6260 and we’ll learn more about one another. Of course, you'll have our permission to say "no" but if you are truly interested in developing your sales force with training, we have a sneaking suspicion that you’ll say “yes” to meeting with us and discussing things further.

You’ll also want to download and read our free white paper titled "Why Salespeople Fail.”  What you learn will turn your understanding of what selling is all about 180 degrees on its head.