{"id":19261,"date":"2024-08-06T07:19:36","date_gmt":"2024-08-06T07:19:36","guid":{"rendered":"https:\/\/thebusinessculture.co.uk\/hey\/?post_type=know-how&p=19261"},"modified":"2024-08-11T15:42:54","modified_gmt":"2024-08-11T15:42:54","slug":"why-you-need-a-sales-trainer-and-how-to-spot-a-good-one","status":"publish","type":"know-how","link":"https:\/\/thebusinessculture.co.uk\/hey\/know-how\/why-you-need-a-sales-trainer-and-how-to-spot-a-good-one\/","title":{"rendered":"Why you need a sales trainer (and how to spot a good one)."},"content":{"rendered":"

You need to boost sales.<\/strong><\/p>\n

Seems logical really \u2013 but there are sales trainers out there promoting leadership skills and management styles rather than working out how to boost sales.\u00a0 That\u2019s all fair and well, but what good is a great manager if there are no NEW sales coming in?<\/p>\n

You need fresh eyes on your sales process.<\/strong><\/p>\n

You are too close to the business to be objective enough to spot deficiencies in your sales process. A good sales trainer will immediately see where you need help and design the best way to get you there.<\/p>\n

You need to invest in your sales team.<\/strong><\/p>\n

It\u2019s a fact, you go forward or restart \u2013 there is NO standing still in sales. Without regular training, how do sales teams keep abreast of current buying trends.\u00a0 Not much \u2018selling\u2019 is going on these days. Most businesses sales folk are just emailing thousands of names on a list \u2018hoping\u2019 to generate a lead. A good sales trainer will turn your team into a hungry hunter Shark as opposed to a follow the trend Minnow.<\/p>\n

There are ONLY six steps (in my humble opinion) to converting an ideal prospect.<\/p>\n

ADVERTISING<\/strong><\/p>\n

ONLY attract \u2018ideal\u2019 prospects<\/p>\n

Call me old fashioned, but I don\u2019t want \u2018just anyone\u2019 ringing me about prices.<\/p>\n

I have found that people who start conversations with, \u201cWe\u2019re collecting quotes, how much is\u2026.?\u201d<\/p>\n

Very rarely have the money for my stuff.<\/p>\n

You need people who say, \u201cI want it\u201d, THEN ask the cost.<\/p>\n

You ONLY want people who WANT AND NEED your products BEFORE they ask the cost.\u00a0 This needs to be handled in your marketing and advertising. \u00a0Design ads to reduce tyre kickers.<\/p>\n

APPOINMENT SETTING<\/strong><\/p>\n

Reduce wasted time<\/p>\n

You do NOT need to pitch everyone who responds to your marketing. The tyre kickers will still contact you so \u2018Rule em in or rule em out\u2019 ASAP.\u00a0 By asking pertinent questions you will soon find out if the respondee is a good prospect or a tyre kicker.<\/p>\n

PRICE CONDITIONING<\/strong><\/p>\n

From the outset you need to be price conditioning your prospects in order to justify your price and raise expectations.\u00a0 This will also allow skint people to bow out gracefully \u2013 no point pitching them.<\/p>\n

OBJECTION HANDLING<\/strong><\/p>\n

Now in my world, I do not want to get to the end of my presentation and handle objections.\u00a0 Best way to handle an objection, YOU identify it and remove it.\u00a0 Best time to remove it \u2013 immediately.\u00a0 Identify your main abjections and deal with them in the presentation.\u00a0 In other words, build your entire presentation around removing objections.<\/p>\n

PRESENTING<\/strong><\/p>\n

Several things need to happen in the presentation, but the three main things are:-<\/p>\n

    \n
  1. Kill the competition BEFORE you present your solution.<\/li>\n
  2. Become the ONLY solution.<\/li>\n
  3. Remove objections.<\/li>\n<\/ol>\n

    Never just \u2018present\u2019 your products. You must present in such a powerful manner \u2013 there is no doubt you are the best option for your prospect.<\/p>\n

    CONSOLIDATING<\/strong><\/p>\n

    This is the most overlooked step in the entire sales process. Most sales people get he order signed off and run out of the appointment whoppin\u2019 and hollerin\u2019 spending their commission.\u00a0 Just a few minutes more will prevent any chances of the order cancelling at a later date.<\/p>\n

    So how do you spot a good sales trainer?<\/p>\n

    There seem to be plenty of them out there if you Google them.\u00a0 But how do you know they can get the job done for you?\u00a0 Here's just four things to look for - maybe the four most important factors to look for.<\/p>\n

    A good sales trainer will still be actively engaged in selling a product.<\/strong><\/p>\n

    If NOT \u2013 how can they advise on the current economic sales landscape. I know people (prospects) are having to justify their spend today, more than ever before. How do I know that?\u00a0 Because I am still out there selling every week.\u00a0 \u00a0Don\u2019t be scared to ask what they have sold or are still actively selling.<\/p>\n

    A good sales trainer will tailor their course \/ workshop to YOUR needs.<\/strong><\/p>\n

    Believe it or not, not every sales course is going to fit every business.\u00a0 I have learnt that every business is different, so a good trainer must make the material and the delivery match the business.<\/p>\n

    A good sales trainer will be supremely confident.<\/strong><\/p>\n

    Nothing should phase a sales trainer. It shouldn\u2019t matter the industry, the sector or the product. A sales trainer will know what makes sales work in any situation and be able to demonstrate their ability to put your mind at ease.<\/p>\n

    MOST importantly - No risk.<\/strong><\/p>\n

    Exactly that \u2013 there should be ZERO risk working with a good sales trainer. They will get the job done, or you don\u2019t pay them.\u00a0 Well, that\u2019s my philosophy.<\/p>\n","protected":false},"excerpt":{"rendered":"

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