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.
When Steve jobs was about to introduce the touch pad phone in the market, he said something very interesting to his friend who said that this was not going to work in a market that was used to key pad phones.
Steve Jobs’ answer was that the buyer does not know what he wants and he was going to put in every effort to make the buyer learn to adapt to it. We all know now what happened post that in the cell phone industry with Apple being a pioneer in the touch pad technology and being followed by so many others!
The same funda applies to sales.
You either fulfil an existing need or you create something so radical that your buyers have no option but to get hooked to it and get so used to using it that that it actually turns from being a want to a need!
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 of the 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 they struggle.
Successful companies always focus on the customer and their needs and then check out if the product or the service matches this need. An interesting question that arises then, is if their product is not fulfilling the need of the customer, can they come back without selling it to them? After all, leaving the sale for the good of the customer itself is an indirect sale. The same prospect will go and tell ten different people around him 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. It is about how to be genuine, how to focus on customer needs, how to create an impact by fulfilling the promises given, how to establish a rapport and how to learn to let go and how to 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 imbibed into the sales team until the top management is 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 any one 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 http://www.theyellowspot.com/