5 Ways Sales Training Will Help You Become a Top Salesperson
If you can’t find a qualified person to help, don’t sit on your hands and mope, DO IT YOURSELF!
There are all kinds of seminars, workshops, sales training books as well as other mediums to learn about sales. Any Sales Manager worth his salt gives his salespeople articles and sales training books to read.
The first way sales training helps is to teach you how to be credible. Does your body language give you away? Is it telling your propect that you don’t believe a word of what you are saying? You need to be honest with your prospect. Let’s face it. Sell a crooked deal and you’ll spend more time backpedalling and doing customer service than you’ll spend actually selling. Sell it straight and clean the first time.
The second way it helps is mental attitude. Every sales training book or workshop discussed having the right mental attitude. You have to believe that you can make more sales. Studies have been done that shows that optimistic salespeople are in general more successful than pessimistic people. Positive thinking combined with training and direction will produce results. But it’s not just positive thinking. If you are well trained and you know it, you feel more confident. Imagine joining a medical supply company and on your first morning you are given the technical manuals for all of their high tech machines and your Sales Manager then points to the door and says, “Your first appointment is at the Mayo Clinic. They need a new Cat Scan. Don’t come back without a sale.” How nervous would you be in front of that very specialized customer. But if you’d been well trained and you know everything there is to know about that machine, you’d be going to the Mayo Clinic with fire in your eyes to close the deal.
Third, sales training will teach you professional techniques to excel at selling. Hang out with a mentor (read Master Of The One Call Close). You’ll learn to read body language and get a better insight into human nature. Learning the psychology of selling and how people react in situations is also recommended. This will enable you to react to your prospects more appropriately and get more sales.
Fourth, do you have an imagination? Of course you do - everyone does. Use it to your advantage. Let me ask you a question…who is your favorite actor. Let’s say it’s Julia Roberts. When she played the part of Erin Brockovich, did you see ‘Julia’ or ‘Erin’? The movie was a sucess so obviously many people watching the movie saw ‘Erin’. Why? Because Julia “sold” you on her ability to imagine her as ‘Erin’. She did it by literally painting a picture in your mind of her character. And you bought it. Paint pictures in your prospects mind about how well your service or product will help them and they’ll buy too. You can find these words in many sales training books or even using the Internet.
Finally, really listen to what your prospects has to say. This will help you to determine exactly what it is they want and the true cause of them saying no. In so dong you can help prospects to buy and even sell themselves. Find out the problems that your prospects want to solve using relevant questions and then provide the products, goods or services that will solve their problems.
If you are a sales professional or aspiring to be one, I believe using these techniques will definitely help you to become an excellent sales person.
About the Author:Bruce Weddel has been in the advertising business since 1992 and opened his own business in 1998 selling print advertising. In 2002 he sold the print side of the business and when exclusively online. His websites are www.SavingUmoney.ca, www.RealEstateNewListings and www.TheWeddingStore.ca.
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