When organising sales training, you should try and help the sales staff involved to understand what it is that their clients want.  It can pretty much be boiled down to 4 major things:

1. Client Knowledge - How much do they know about the client?  Have the sales staff researched them?  Know their management structure, know how they are currently doing in their market?  Have they had any recent major client gains or losses?  These are the sorts of things that sales staff need to know, so that they can show to a client that they care about them and their company.
2. Industry Knowledge - How much do the sales staff know about the industry they are selling to?  If the product being sold spans a wide range of industries, it is okay for sales staff to not have an deep understanding of it, but they should at least spend a while researching the industry to gain a basic understanding of what they do and the industry works.
3. Product Knowledge - The sales staff need to know exactly what they are selling and how it can help the client.  Seems an obvious thing, but all too often can be overlooked.
4. Selling skills - The sales staff need to have good sales skills.  Not just be able to recite a script over the phone, but actually persuade clients to buy what they are selling.  Provide a less generic and plain sales approach and look at providing one that is changed on a company by company basis.

If you can help sales staff improve these things, then they will be well on their ways to being the sort of sales staff that clients wouldn’t mind dealing with.

Related posts:

1. Sales Training - Building Rapport With Potential Clients
2. Areas To Cover In Sales Training
3. How To Speak On The Phone

Comments