Sales Training Techniques

by BBelief

I have compiled the following sales training techniques to substantially boost your income. You may be in the selling industry and experiencing a slump. Often people are not trained in the proper sales techniques. I know of some Fortune 500 companies who still use cold calling to generate the majority of their sales. This is completely ineffective and you need to use a system to generate your sales.

The first step in the sales process is that you need to qualify your lead before you present your sales presentation to them. There is no point in trying to sell something to a lead that is not qualified. For example if you are selling weight loss programs you can ask them questions like “On a scale of one to ten how serious are you about losing weight?” and “Why do you want to lose weight now?” Obviously if they answer ten and they are experiencing health problems you know they are very serious.

One important thing to remember is that when people volunteer information they may say that they are a ten, but in fact they could possibly only be a six or seven serious. You can find this out by asking them a question that is a contradiction like “Hypothetically speaking how much would you pay a weight fairy to instantly lose all the weight with the wave of a magic wand?”. This question catches most people off guard and determines how serious they actually are. Now someone who answers fifty dollars is only slightly serious. However someone who answers three thousand dollars is very serious and there is a good chance that they will purchase your product. The reason for this is that if they were deadly serious they would get the result immediately if it was possible.

One of the most significant factors in succeeding in selling is that you need to listen more.

Most sales people come across very aggressive and this is a big turn off for most people. Ask a question like “What is most important to you about lost weight?”. Your qualify prospect will explain to you the reason why they want to lose weight and sway themselves to buy.

Often sales people are too scared to close the prospect and end up losing lots of sales. If you have done all the previous steps correctly the closing part should be easy and natural. I have found the best way to close is to offer your prospect two choices. You do not want to ask them a question where they will answer “yes” or “no” as many people will answer “no” out of habit. You can close by asking a question like “Would you like the advanced weight loss program or the standard weight loss program?” Take their credit card details and get off the phone before they hesitate and change their mind.

After you close you are going to have to learn to deal with objections otherwise you will lose a lot of sales. These objections rise mainly because the product could be expensive or because of skepticism.

The three most common objections you will hear are:

1) “I need to think about it” This happens because your prospect does not believe you. You can overcome this objection by saying that you understand that they are skeptical and if you could show them a way of losing weight without risking anything would they proceed. If they say “Yes” you can mention that the product has a money back guarantee for thirty days and close the deal.

2) “The product is too expensive” This happens because your prospect may actually not be in a position to afford it. Workout a package that they can afford and close the deal.

3) “I need to talk to my husband/wife” Often this happens because the couple makes their decisions together. You can ask how the person feels about the program. If they are enthusiastic it will be likely that they will try to convince their partner to start the program. However, in most cases their partner will be skeptical and try to convince them otherwise. You can volunteer to make the same presentation to their partner as well.

Use these sales training techniques and you will find that your sales will substantially improve. Practice them on a daily basis until you become very good and watch your profits soar.

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