Off late we have been facilitating a lot of sales effectiveness training sessions for our various clients. Sales effectiveness training is a perfect example of a combination of technical and soft skills development.
Having delivered so many sales effectiveness training programs, we have observed five important points of a sales effectiveness training program. That’s what we are going to discuss today, as the name of our article suggests.
So, the four out of five core points of a sales effectiveness training are the four stages of a sales process. And, what is the fifth one? Well, you will know it soon. So, let’s start with them one by one.
The first step of our sales process is the Preparation as a good sales professional. Preparation starts with having the right sales attitude. Understanding the role and soft skills required for a sales professional very well. Analyzing where you currently stand in your knowledge and skill level by looking at your strengths & weaknesses as a sales professional.
It is also very important to create a very positive mind-set for being in a sales role. It can be a very challenging role and preparing for it definitely requires being positive.
Preparation also involves understanding the organisations goals, our product or service and knowing our competing well. This is the pre-study that is essential. This is going to be extremely important for your prospecting and lead generation. Gathering all the information required before cold calling a customer for sales is critical. Your pre-approach is what will set you apart from your competitors.
In case you are going for a sales meeting, then preparing yourself for the meeting is another important aspect. Grooming is something that definitely makes a difference. People judge you in the first few seconds. You want to be best dressed for such instances.
Now that you are going for a meeting all well-groomed, having the right body language, voice and meeting & greeting etiquette is essential.
Post your looking and behaving good, coming to the most important part of this step – Questioning. Asking the right questions to a customer is the key to closing the deal. There is a proper model that needs to be followed to understanding the customer needs properly and providing the best solution to him. Empathy and active listening is the key while questioning.
- Demonstrating capability
This is the time when you introduce your product or service to the customer. Presenting to him the features, advantages, and benefits of your product or service. Making the customer understanding how your product or service is important for them. Your actual persuasion skills come into picture here.
The other part of this step is to answer your customer’s questions now. Solve any queries or objections that they have. Handling objections effectively are what a sales effectiveness training is meant for.
- Obtaining commitment
Last step of our sales process is closing the deal and providing the after sales service. In this, you should understand what successful salespeople do differently. For closing a sale, one must cover the key concerns, summaries the benefits and propose an action-based commitment.
Offering the customer, the best after-sales service to build an everlasting relationship to accomplish secondary sales through references.
Last but not least, practicing the sale. The last focus point of a complete sales effectiveness training program is practicing what you learned. This is when you understand what you are good at and what can be improved like communication skills. And before actually going out and trying the trick on your actual customers, practice is a must. What say?
It is very important that you create an action plan for yourself after this whole exercise. Your action plan provides you with a concrete pathway to follow to your up-skilled journey. A sales effectiveness training program should as robust as mentioned in this article. That is when you know its effects.