While it is true that sales are changing, and the way we do sales is changing, there are still some fundamentals that should be taught in any sales training course. The problem is that many trainers assume that sales people already know these things because they are so basic. What you will want to do is make sure that you always have a plan, build rapport with your customers, and keep making goals. Without these things the rest of your sales techniques are lost
When you have a plan for everything from the customer who walks into the store, to the customer whom you are going to call, you can keep on top of the sales as things change. Don’t end a sales meeting or call without agreeing what the next step is, even if that just means saying that you will speak more about the topic at a later date. Set the date and time, put it in your calendar and be available for them at that time. For someone whom you are going to call, make sure you have a plan for what you want to do in that meeting and move into business quickly.
Building rapport is one of the hardest things anyone can do. Your goal should be to become the go to guy not just the person whom they are buying from. Set up relationships that aren’t built on sales but are built on knowledge. Know everything about your customer’s business and give them advise even if it’s not something that helps you out. When they need something else they will come to you. Eventually you will be able to tell them about products you sell that are perfect for them. This will also mean that if you change jobs your customers are likely to follow you.
Having goal s is the thing that will take you to the top. It lets you know where you are headed. Every week make a goal and meet it. One of the top sales people at a gallery might choose a piece of art each week and decide that they are going to sell that piece of art to someone. These sorts of goals help you to choose the next steps in your plan for sales. Someone in sales of another product might make a different goal but it should affect the same kinds of plans and behaviors. Making goals should also apply to each relationship, conversation and sales meeting. Make a goal and spend your time when working with those people getting toward your goal. If you have a large goal break it down into smaller steps so that it will feel like you are getting something done with each meeting.
Once you have learned how to do these things you can move on to more advanced tools that you might learn in sales training . Just remember that they will do you no good if you forget to do these things however.
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