Sales Training is extremely important as the number one focus of any company post coming up with a unique product or service is to sell it.
If you can’t sell your product you will perish. The market either has a need for your product or else you have to create it.
Steve Job’s Theory
Remember when Steve jobs was about to introduce the touch pad phone in the market? At that time his friend had said that it won’t work in a market used to key pad phones.
Steve Jobs explaining…
You know what Steve Jobs’ answer was? Firstly, buyers don’t know what they want. Secondly, he was going to put in every effort to make the buyer learn to adapt to it! And we all know now what happened post that. Apple became a pioneer in the touch pad technology and was then followed by so many others!
The same funda applies to sales. You can either fulfil an existing need or create something radical. Buyers will have no option but to get hooked to it. They will get so used to using it that it actually turns from being a want to a need!
Successful Selling Rules
So, what are some of the rules of successful selling?
The number one rule of successful sales is that the point of focus is the customer. The number two rule is, well, that you focus on the number one rule!
Most companies inadvertently focus on their product and services and then try to match it with the customer needs. However this is where they fail or struggle. Successful companies always focus on the customer and their needs. And then check if their product or service matches this need.
An interesting question then arises. If their product is not fulfilling the need of the customer, can they come back without selling it to them? Yes. Isn’t leaving the sale for the good of the customer itself an indirect sale? That same prospect will go and tell ten different people about how genuine your intentions were. And it will automatically lead other customers towards you. This word of mouth will really give your sales a shot in the arm!
An effective sales training will always teach you this. Selling skills training is not about hooking the customer and getting him to buy your product. Its about how to:
- Be genuine
- Focus on customer needs
- Create an impact by fulfilling given promises
- Establish a rapport
- Learn to let go
- Stay in touch with the customer even post your role being over
If your sales team learns this and imbibes this in their daily behaviour, then success is bound to happen. However it must be remembered that this attitude cannot be directly imbibed into the sales team. The top management must also aligned to this philosophy as it is only possible as a top down approach. The management has to eat, drink, sleep and talk this at all points of time. And anyone not aligned to it has to be questioned.
Are you willing to take this stand???
If you would like to know more about the Sales Training we conduct, please visit our website at https://theyellowspot.com/
Happy Selling:)
