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16
Aug, 2017

By admin

Have you faced this situation in a sales call?

 

Have you faced this situation in a sales call? 

(Source: Flickr)

Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experience this scenario every other day.

Sometimes a prospect will try to push you into giving a demo early in a conversation – we’ll talk about how to avoid this later in subsequent posts in details, but if it happens, here’s a quick fix.

Let’s say you’re selling an amazing product to a prospect over the phone:

PROSPECT: “We need a new system and are evaluating options. Can you show me a demo?”

YOU: “Happy to do a demo. I want to make sure I show you the right parts of our system so do you mind if I ask you a few questions first so we can make the best use of our time?”

PROSPECT: “Sure.” (Most of the time)

Instead of getting straight into the demo, frame your first questions in a way that shows you’re trying to help them get the most for their time (which you will be) and they’ll appreciate it. Also make sure to note down every response and write down corresponding product solution points with your prospect’s responses.

I call this process “earning the right to pitch.” Next, I’ll walk you through a verbal tactic you can pair this with to close deals faster and more consistently.

Have you or someone on your team started selling the solution before you’ve ‘earned the right to pitch’? 

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15
Jan, 2014

By admin

3 Reasons Why a Sales Certification Will Benefit You

In The World Of Sales, Innovation Is Everything.

A lot of people debate on the importance of getting a sales certification and does it really sharpen your skills and improve your credibility. It is true that having a sales background and related experience in the market definitely helps you progress, but if you want to excel beyond measure you need something that makes you unique.

A sales certification enables you to see things differently, learn about the latest trends in the market and improve your chances of making it big.

Whether you are an experienced sales professional looking for hands-on knowledge or are just starting out –a sales certification can lift your career graph and take it to new heights. The consumer mindset is changing every day, and buyers are looking for more convenience, comfort and certainty in every transaction. Having a sales certification can do wonders for you because it will not only help you keep up with the trends but also set you apart from the competition.

Want to know why? Here are the top three reasons why a sales certification will benefit you. Check them out:

Enhance your Knowledge

With a sales certification, you instantly get an upper hand at the organization you are working in. Certification and training polishes your skills as you have a clearer understanding of key sales concepts and also know how to implement these concepts into the rapidly changing industry.

As a salesperson, you need to constantly grow and stay up-to-date with the latest trends. Whether you are in corporate sales or personal dealing, there is no end to learning and extending your professional expertise. While a traditional sales degree enlightens you about the basics of sales, an additional certification teaches you how to apply these in the market to reap instant benefits.

Prove Your Leadership Skills

Getting a sales certification brings out the best in you and awakens your leadership skills. In the sales industry, you are likely to meet with new people on a daily basis and work on challenging projects every now and then. As the sales team is the backbone of any organization, big or small, it is essentially important that you know how to lead your team from the front and keep up with the modern trends in the professional world.

With a sales certification, you become a sought-after expert in the industry and this helps you channel your resources better and grow your networking potential with each passing day.

Get Recognition

Having a sales certification not only makes for present success, but also opens doors to diverse opportunities in the future. A specialized certification on your resume enhances your worth in the industry and makes you a more credible and bankable asset for your company.

Furthermore, it also gives you a competitive edge that can boost your earning potential and widen the career prospects for you. With a sales certification, you actually market your talent and skills and prove to an employer that you stand out amongst the competition, are willing to go a mile ahead to distinguish yourself in the field and are dedicated to cash in your abilities for the growth of the organization.

Today, it takes more than just than hard work to excel in the market. Ongoing training and a thirst for unending knowledge are some of the key factors that influence your growth as a sales individual. If you strive to stand out with a creative approach and professional expertise, having a sales certification will prove to be the best tool to portray your credibility and competency to the world!

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17
Mar, 2013

By admin

Online Sales Training long-term impact on sales

The Online sales training can develop a sales team according to the demands of the business.

Internet in today’s era plays an efficient cost effective role in providing online expertise for sales training. With this, every company can train the sales force to become professional in sales all year long.

The process of selling , for sales performance, has been an essential element for any business to establish be it a retail or manufacturing business. The better-informed buying and purchasing audience reflects the competitive marketplace. Therefore every single business needs a sales representative for its product or services.

 

Train your sales force with a minimum cost

Almost every business or organization desires to develop the sales performance in a manner that any customer will find it attractive. The companies spend a healthy sum on their sales training program as it is an important tool to maintain and attract the potential customers. Successful sales also rely on the appropriate quality of its target market. The online sales training franchise contains a huge amount of learning related to the understanding of what other people think.

Different online sales training programs and learning tools are made for different trainees. The sales training will provide the corporate and sales representatives with the certification in sales performance of the sales training program.

The online training course takes a self-assessment of the trainee and the sales representative after completion of the course. Any individual considering the online training course constructive can also enjoy the benefits of the services of any online sales training . Testimonial of any training program can be helpful beforehand. Sales people and sales managers can actively take part in the reinforcement, assessment, certification and sales performance skills of an active selling.

Varieties of tools in the online sales training enhance the learning experience, sales performance of the sales force as one moves towards certification. The salesperson for any company offers a wide-ranging agenda in a productive manner so that the selling strategy and tactics can retain and maintain the customers.

The online sales training  includes:

– The online self study material and  email facility for any queries and recommendations.

– The live sales training webinars face to face with trainers.

The trainee is also guided for the different personality types that can also enhance in maintaining the potential customers. Every trainee is provided with a module that carries a detailed information and training guide. These sales certified courses make the sales representatives among the top sellers. The trainee understands and practices the business better after acquiring training from the online training franchise.

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26
Nov, 2012

By admin

Online Sales Training Helps Sales Teams Improve Productivity and Revenue

Online sales training is a very crucial process and is mainly targeted at offering unlimited right to use the following:

–   Available assessments
–   All courses
–   Interactive examples
–   Self-paced learning experience
All of these should be very useful to the sales people. You get the chance to be fully equipped with great information in sales by studying these courses thoroughly and going through the training material several times. There is ample time provided and all the systems are at your disposal. You also get a sales self-assessment program to gauge your acquired knowledge and study the questions which have been frequently asked in the past. These questions expose you to an environment of learning what the people need and hence being in a better position to address their needs accurately.

 

Why Online Sales Training?

Online sales training resources are precisely the best tools to help any sales person to improve their sales productivity and profitability be it for the companies, marketing expertise as well as individual sales personnel. These results can only be achieved once the entire training procedure is comprehensively covered. The learning materials in the training sessions are usually free of charge, especially if you’re doing corporate sales development programs. In addition, there are other courses that are offered which include the following:

–    Management training skills

–    Outstanding sales strategies

–    Implementation or execution
These world-class online sales training which are used are entirely available to the sales persons as well as all the managers everywhere in world. It does not depend on the company locality, proximity or even the size of the company.

Online training training is aimed at improving the professionals’ abilities by giving them the most accommodating approach, ethically right as well as one which is constructive. Selling, as we might agree, is a broad subject. It is because of this reason that online programs have tried to cover:

–     Theories of selling

–     The best methods of selling

–     Sales techniques

–     Negotiations

–     Communication
The expertise selling training is therefore compressed into a summary which is easy to comprehend and the main points are given priority. You can choose to use this information as a personal teaching lead and to develop your business skills or use it for any other reason that may seem necessary and useful to you and your group or you organization.

In conclusion, online sales training is argued to be the best sales learning methods since anyone can easily download learning materials online and read them at your most convenient time. It is the best way to acquire sales skills for either graduate or organizations.

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Online Sales Training long-term impact on sales
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