Why sales training is important in today’s world
Today’s buyer is more sophisticated and has access to all the information they need at their fingertips, so how do your salespeople differentiate? They must have the skills to ask the right questions, listen to understand, position their value and help a prospect self discover the solution that makes sense. This is very different than selling in the past when the seller controlled the information and buying process. Now, the buyer is in the driver’s seat and the only way to differentiate in a commoditized world is to master effective selling skills. This can be accomplished with an effective sales skills training program at your company.
What makes an effective sales skills training program?
Many say that selling is more an art than a science however, based on the 30+ year data warehouse of our partner, Objective Management Group, we know that there are 21 Core Sales Competencies that successful salespeople master. To name a few of these sales skills:
- Stays in the moment
- Handles rejection
- Reaches decision-makers
- Follows milestone-centric sales process
- Is a consultative seller
An effective sales skills training program will include specific skill training, practice and role play to facilitate the understanding and adoption of these sales habits, skills and behaviors.
Additionally, an effective sales skills training program is systematic. Any organization can deliver a workshop and address a sales skill with the goal of getting your team revved up. But that approach is short-lived and while your salespeople may benefit, they likely will not change sales behavior in the long term. Professional sales training that has an impact must have a process so for example, if your company needs to find more leads, create more outreach and prospects, then you must implement a system to introduce desired behaviors, coach to improve skill, and inspect activity. Top tier producers follow a consistent sales process and this allows them to effectively take a prospect through the decision-making process with minimal friction.
Effective sales skills training is customized. Your salespeople can certainly learn basic sales skills from a one size fits all selling system however, today’s buyer is informed and more sophisticated. Today, salespeople must be more consultative in nature, starting with a deeper understanding of their prospect’s business, what concerns they have, and what is getting in the way of their growth. Because of this, sales training is most effective when it addresses the nuances of certain industries.
How do you evaluate the current skills of your sales team?
Successful, growing companies are looking for answers to the following questions: “Can we get to the next level within the next 2 years?”, “Do we have the right team to get us there?” and “How long will it take?” The best place to gain the answers to these questions and understand the current skills of your sales team is with a Salesforce Performance Evaluation, which provides an in-depth look at your organization’s salespeople, systems, processes, and overall strategies and priorities. This sales force performance evaluation helps identify the most serious issues affecting your sales team performance and provides a customized road map for planning an effective and meaningful sales training program.
Does your company need an effective sales skills training program?
Our Effective Selling System is a progressive series of sales training courses providing salespeople with a step-by-step process that helps them uncover critical information that they must gain to fully qualify, engage and help the buyer achieve their ultimate goal.
Our instructor-led program is supported by robust online sales learning modules, live Zoom-casts and highly effective personal phone coaching. We fully integrate distance learning into our sales effectiveness training, helping to manage the costs of travel and time out of the office for participants. Our Effective Selling training provides “drill for skill” practice sessions and role-play helping salespeople to become comfortable and skillful in their sales approach with the constructive feedback of a Sales Development Expert.
The Effective Selling System
Set quality 1st appointments
Maximize the initial call
Eliminate typical objections early
Get clarity on decision making: criteria and process
Prepare a winning presentation
Present and get a decision
Effective Selling Skills Training
Our Effective Selling System sales training courses will help each salesperson develop the strategy and tactical approach needed to target specific target markets with credibility, comfort, experience and skills to ask their prospect the right questions.
• How compelling or urgent is this problem or opportunity?
• What is the capacity and desire to change?
• What is the cost of the problem?
• What has the current provider offered as a solution?
• Who is impacted by the problem?
• Who will make the decision to move forward?
• What is the budget to address the problem?
• How long will the buying process take?
The Effective Selling System (ESS)
ESS includes a robust curriculum of sales training courses customized to your company needs. Your tailored program of instructor-led, online 24/7, phone coaching and live Zoom-casts will provide your sales team with a comprehensive approach to finding leads, qualifying, making the pitch, closing and cultivating the relationship. Here is just a sampling of course titles:
✅ Effective Selling System Overview
✅ 8 Step Compelling Phone Call
✅ Getting Introductions
✅ Are They Really a Prospect?
✅ Gain Clarity & Get Commitment
✅ Creating & Managing Pipeline Opportunities
✅ Pre-Call Prep
✅ Create Your Sales Success Formula
✅ Personal & Business Workplan
✅ The Art & Science of Great Sales Questions
✅ Exceeding Expectations & Creating Advocates
✅ Prospecting – Setting Quality Appointments
✅ Selling When the Price is High