7 Best Sales Training Techniques Quick Course! : I remember when I was a kid and I had a book report assigned to me and there was always that temptation to refer to the cliff-notes or that short version of the book that would tell you allthe key essential ideas. And you know what, sometimes you’d use it,sometimes you wouldn’t and it would have varyingresults but you know what? Sometimes we just wantthat quick series of ideas. So in this video, I’m going to show you the seven best sales training techniques. And this is a little quick course so be sure to check it out.
Drop the pitch.
This is so bay and it is so important and it is really the reasonthat it is the number one sales training technique that I mentioned. When you’re going into a prospect and you’re starting with the pitch and you’re opening up your jacket pocket and you’re showing all the features and benefits of what you sell, maybe starting with a slide deck that talks about your company and yourself and how you guys have beenin business for 37 years, you’re immediately in trouble because the wall is goingto go up with that prospect and they are immediatelygoing to start to tune out because no one wants to be sold.
No one wants to be pitched. Instead, what they want to be is engaged in a conversation. When you can engage yourprospects in a conversation, in a dialogue, that’s where good things start to happen. So drop the pitch and instead seek to really engage yourprospects in a true conversation.
I talked about how you want to engage yourprospects in a conversation, but you don’t just go upwith some pick-up line like you’d use at a bar to try to engage yourprospect at a conversation. Instead what you want to do is demonstrate insight to your prospect so that way they say, “Huh, okay. You know what? This person has shown me some information that actually has prompted me to say, ‘Yeah, okay, I’ll hopon a call with you.'” That’s how we start the conversation. That’s how we engage people.
Not with information about our company, not on information about our offering, but instead with just genuine insight you as a sales person who has met with hundredsif not thousands of people in certain industries, you have a level of expertise that can really be used to leverage into reallyhigh quality conversations. And that insight, that bird’s eye view, is the key to demonstrating that you know what you’re talking about and can ultimately earn that engaging conversationwith a prospect.
Disqualify, don’t persuade.
Now, if you followed my content before you know that my passion in sales is around helping peoplebecome better at selling by using a disqualification mindset as opposed to a persuasion mindset. Your prospects don’t want to be persuaded. Chances are they’re pretty smart people and they can’t just be persuadedwith some fancy language into buying from you. Instead, you want todisqualify your prospects. And what that means is, you want to start withthis doctor’s mindset where you’re thinking, “Is this person a fit?” And you’re going to beasking a series of questions that are going to ultimately determine if they are a fit orif they are not a fit, and if they’re not a fit, move on. The problem is that so many salespeople aretrying to sell to everyone and they’re not moving on from those people that are not a fit.
And that takes themaway from the people who are a fit over here. So be willing todisqualify your prospects. What that’s going to lead to is spending more time with truly qualified prospects that can and will actually buy from you.
This is a really important mindset in tactical distinction in selling. So many sales people are trying to focus on the features andbenefits of their offerings. And the reality is is that your prospects, they don’t care about yourfeatures and benefits. What they care about is, can you solve their challenges?
If you can articulateyour prospect’s challenges better than they can, now they’re going to think, “Wow, this person reallyhas something to offer me.” And then when you can now demonstrate that you can actuallysolve those challenges, that’s how we really engage our prospects in a powerful and meaningful way. So, you don’t have to present the features andbenefits, they don’t care.
All they want to understand is, can you solve their challenges? That’s what your ultimatepresentation should be focused on is the ability to solve those challenges.
Know your next step.
This is a real distinction between A performers and B andC performers is that A performers are justcompletely obsessed with establishing a next stepwith their prospects. And B and C performers even if they’ve done a good job in the sales process up until now, they go right into the follow-up mode. If you find yourself followingup on your prospects a lot, it means that you’redoing something wrong.
You should always bescheduling a next step when you’re in thecurrent selling situation with the prospect. You don’t leave it for another day to just follow up witha random phone call, but instead you scheduleit in the calendar, and a calendar invite goes out and that is what a next step looks like.
We don’t mess around with just following up, never follow up, instead, put yourself in a position to not have to follow up because now you have a scheduled meeting or a scheduled phone call or whatever it is that is a good next step. And by the way, if your prospect is unwilling to schedule a next step, that’s good information ’cause what that’s telling you is this person clearlydoesn’t want what you have.
Lead gen is not about hope.
This is one of the keydistinctions between again, top performers and everyone else is that with top performers, lead gen is totally in the back. And by lead gen of course Imean generating your leads. Where are your leads coming from? Are you sending out emails? Are you making prospecting calls? Is it coming inbound?
Wherever the leads are coming from, that must be locked in. You must have a good strategy there. It cannot be left up to hope which is why I would be remiss in a quick sales trainingcourse to not mention that you must have a clearlead generation strategy. Now, this video is not goingto focus on lead generation, I have a bunch of other trainingsthat you can watch on that but you must have a leadgeneration strategy in place. You cannot be hoping for leads to come in, you must have a next step, a next process in order toget the leads to come in.
Always follow a process
I am obsessed with helping salespeople become more process driven. The more process driven you are, the more successful you will be. If you’re just winging itand figuring it out as you go you are going to struggle. You must have a sales process in place, and the more you have asolid process in place, the more effective you aregoing to be in selling.
Now at the end of this training today, I’ll give you an opportunity to take an even more in-depth training that will really walk you through the full sales process. But whether you use the insights of our sales methodology or another process, it doesn’t matter but has a process that you believe in that works and that you follow step-by-step. So there are seven best sales training techniques as a quick course.
And if you enjoyed this video, then I have an awesome free training on the data-driven approach to closing more sales in today’s marketplace. Just click right here to get registered instantly. Seriously, just click right here, this is an in-depth training that will help you close more sales at higher prices all while generating more meetings. Also, if you’ve got some value, please like this video below on YouTube and be sure to subscribe to my YouTube channel by clicking my face it should be right about here to get access to a new video just like this one each week.