by David Ferrier | Aug 16, 2016 | Articles, Blog, Motivational sales speaker, Sales tips, Sales training Adelaide |
When thinking of a natural salesperson, you probably imagine a brilliant talker who is swift to provide answers to your questions even before you ask them. And before you know it, you are completely sold on a product you may likely never use. However, it is important to know that the best salespeople are not always the most polished talkers.
In fact, they are the most active listeners. Rather than staying a step ahead and ignoring the client, an effective salesperson would take time to carefully listen to the needs of the client so as to clearly identify with them. Nevertheless, it is important for every salesperson (even the naturally adept salespeople) to improve their skills through regular sales training just like any other skill. Here are a few essential tips on sales training Adelaide.
1. Education Through E-Learning
Even ardent listeners can miss the chance to close a sale if they do not know the product entirely. In order to boost their confidence during sales, salespeople, especially new recruits, need to understand product details. Adequate product training can help them understand products’ details and client issues while functioning as the perfect solution.
One great way to provide sales teams with effective product training is through E-learning. This helps them to brush up on their product knowledge right from the start as frequent sales calls and constant traveling can make it almost impossible to successfully gather an entire sales force in one room for training.
2. Simple Training with Consistency on Micro-Learning
Although managers might be keen to develop a highly efficient workforce, salespeople generally cannot hold a huge amount of information from the start. Note that sales training Adelaide can be too much of a good thing.
So, it is good to enforce effective habits by sending out encouragement via smartphone and reminders via email. This will go a long way in making the salespeople competent without having to totally overwhelm them.
3. Achievement-Based Training
Goals are the driving force of every salesperson. To this end, rewarding specific achievements would be another excellent option. Telling them they are doing great or a good job is a more efficient sales training Adelaide technique especially when they have surpassed their performance on a particularly difficult call. These successes can be made more meaningful and tangible by using specifics.
4. Organize Field Training with Detailed Feedback
The field is where most talent development occurs. But the main features that resonate are the analysis and feedback a salesperson gets a call. In a real sales situation, supervisors can help salespeople avoid pushing a product and try to understand client needs by providing direct feedback.
A competent leader needs to analyze the person’s performance, review recordings, listen in on sales calls, offer specific and timely feedback before an effective real-world training can take place.