Sales training sets the tempo for any successful sales team. The right training equates to the results you need for your business. Finding the most effective professional sales training techniques makes all the difference. Professional sales training means taking the time to do research and hire professionals. Winging it might be easier, but it will not pay off in the long run. Here are 10 effective techniques to get the ball rolling.
Cross-selling and/or Upselling
Your team made a deal and they are feeling good about it. But did they try to really push the sale or did they go for an easy break? Getting your team comfortable with the practices of cross-selling and upselling gets the most out of every sale.
Cross-selling refers to selling additional related products or services at the end of a deal or when closing on it. Upselling means offering higher quality and more expensive products when a customer seems interested in a base model of sorts. Cross-selling and upselling help maximize the profitability of every sale, getting the most out of your salesperson’s time and your company’s resources.
Handling Unexpected Price Objections
One of the most common objections from buyers relates to price. Sometimes they want to make a deal but need to know why the price is set as it is. Getting your sales team ready to deal with price objections shelters them from getting blindsided. In order to get through a price objection, the salesperson must demonstrate the value of the product and the reason for the price.
Reasons for a higher price – in the customer’s eyes – need to be justified. Going over the specific qualities that make your product stand out from the competition shows why the product is worth the cost. If done correctly, the customer might even come to understand that the product’s true value is far greater than its monetary price.
Consultative sales are based entirely on understanding the customer’s needs through honest discussion and then filling that need with the right product. This technique puts the customer first so that their satisfaction takes precedence. Instead of being pushed into a corner, the customer feels that their needs are taken into consideration and the salesperson matches a product that is the right fit.
Implementing a consultative sales technique results in a greater number of sales. Additionally, a satisfied customer refers to friends and family to your business when you really take the time to build a communicative relationship. More referrals mean more sales. Get your team into the habit of asking prospective buyers more questions and start putting a consultative spin on your sales approach.
Along the lines of consultative selling, salespeople who ask probing questions are more likely to really understand how to best sell your product to the customer. Probing questions go deeper than just asking whether or not they are interested in the product. Probing questions are meant to find the problems in the customer’s life that your product can solve.
Examples of probing questions include asking if they use a similar product if they are satisfied with that product or directly asking if the customer experiences the problem the product is meant to solve. Probing questions should always be paired with a consultative method, but can also be used on their own. The deeper your salespeople dig the more they understand who they are selling to. And with that information, making a sale gets a lot easier.
Psychological pricing is a favorite among retail stores and it refers to the practice of setting a price just below a whole number to give the impression that the product is cheaper. An example of psychological pricing is $19.99 instead of $20.
Psychological pricing has had a huge impact on modern markets. Its success has led to its implementation in nearly every kind of marketplace and industry. It is an easy trick but the results really do speak for themselves. Consider using psychological pricing on your business’s products and services.
One of the biggest keys to success in sales is communication. Not only must a salesperson clearly and articulately describe their products and the products’ benefits, but they must also engage in active listening to the prospective buyer. Active listening means engaging with what the customer is saying, whether it be making a small comment that does not deflect from the conversation or asking questions that dig deeper.
Actively listening to salespeople give their customers a space to voice concerns and express themselves. The more a customer says, the more routes a salesperson has to make the sale. Active listening puts the customer at ease and helps build a trusting relationship.
Unlike their cousin the cold call, warm calls are used when your business has already had prior contact with a prospective buyer. Warm calling keeps you on the customer’s mind and demonstrates an eagerness to make a deal. However, when implementing a warm call be sure not to pressure or overwhelm the buyer as this might kill the possibility of making a sale.
When making a warm call, confirm the prospect’s interest and try to set a date for another meeting. If the climate is right, you might be able to make a deal right there over the phone. Regardless of the outcome, go into every warm call with a plan in mind instead of calling for the sake of calling.
Features and Benefits
A popular and effective professional sales technique is to have your salespeople focus on the features or benefits of your product or service. By demonstrating what sets apart your product from the competition, your salespeople can catch the attention of prospective buyers.
During training, salespeople should be well versed in all aspects of the products and services they will be selling. Going over the features and benefits allows them to better understand the products. And the greater your sales team’s understanding, the more sales they will make.
Needs and Solutions
Needs and solution-based selling is a sales technique similar to that of consultative selling but focuses strictly on demonstrating how the product fills a customer’s need instead of the whole relationship development angle. A needs and solutions focus is a quick way to make a sale by putting the product’s application right in front of the customer.
When using the needs and solutions approach, it is vital that the salesperson finds out exactly what the customer needs so that they can decide whether or not the product will help them. In the case that a product does not provide the proper solution, the salesperson can either offer a different product or move on to a more likely prospect.
Social selling is the networking that keeps sales in mind. Your salespeople can reach out to business colleagues and build symbiotic relationships with other companies. Social selling is relationship-driven and usually keeps things within several trusted circles. If you have a close business relationship with another organization, network with each other and expand both of your client bases.
Professional Sales Training Courses
If any of the above techniques piques your interest, you can find a professional sales training course to teach you the proper application of one or more techniques. Professional sales training courses come in all shapes and sizes, online, in-person or a combination of both. Do some research or consult a sales training coach to find the right professional sales training course for your business.
Professional Sales Training Programs
If you are looking for a professional sales training program, these might just be a good match:
- Sales Training and Strategies by Marc Wayshak.
- Sandler Selling System by Sandler.
- The Art of Sales: Mastering the Selling Process Specialization by Sales Engine.
Professional Selling Skills Training
Professional selling skills training refers to the more abstract techniques a good sales team should use. These include communication, interpersonal relationship building and objection handling. When finding a professional selling skills training program for your business, take time to assess what exactly your sales teams need. Professional selling skills training results in a greater level of competency within your sales team.
Characteristics of a Professional
The best salespeople exhibit the characteristics of a professional. These include treating all prospects with respect, respecting the chain of command and knowing when to back off from a deal. There are many other professional characteristics, but these core three should be instilled into every salesperson.
The sales world demands professionalism from its participants. Sales can be tough, but those who lack respect for the trade make it even more difficult for everyone else. Teach the importance of professionalism to all of your team members and find programs that respect sales professionalism.
Need Help with Top Sales and High Ticket Closings?
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