Sales training is recommended for every company interested in marketing their products. The frequency of the training is different and depends on the specific situation. For example, for companies with frequent turnover among sales representatives, it would be optimal to conduct training sessions on a quarterly basis.
It is necessary
Business trainer; Group; room in which participants can sit in a circle
Instructions
Step 1
Start sales training with a greeting, explain its purpose, give the group information on what practical skills the training will give them. Do not forget to voice the benefits that each participant in the training will receive. Let this information be expressed in some kind of statistical data taken from the example of the work of colleagues. Don't overdo it with numbers; as practice shows, more than 5-6 arithmetic values a person learns poorly. The introductory part of the lessons should take you no more than 5 minutes. This is followed by a warm-up.
Step 2
Do a motor warm-up in the morning. When starting a module, for example, in the afternoon, it is better to give preference to a mental warm-up. In another way, this action is called "business bridge" and is the primary stage of immersion in the topic. In addition to warm-ups, the training includes mini-lectures in which you give theoretical material. They are followed by exercises to practice a single simple skill. Next - business games, involving the acquisition of a skill consisting of a dozen separate skills.
Step 3
Introduce the topic of the first stage to the participants. In sales training, it is called "Contact Start". Explain how important it is to make a good impression. Teach you how to do it right. Practice with the group a skill in a themed game. At the second stage of the training, participants should master the technique of identifying needs. Always use the same knowledge-skills-skills algorithm. Skipping any of its components will result in the failure of the training.
Step 4
Practice your suggestion technique. After finding out the wishes of the buyer, you need to recommend something to him. The next step from the client's side may be objections. Teach participants to listen to these suggestions without interrupting or interrupting. Once the objections have been permeated, a good salesperson should correct the initial proposal and present it a second time.
Step 5
Teach in the last part of the training how to work with customer resistances, as well as with the technique of a successful deal. Do not forget to practice the technique of ending contact. As a rule, sales training ends with a "feedback" exercise. Thank the participants, discuss what they liked and what they didn’t like at the training. Don't fall for provocations. The main thing is that everything that happens during the class takes place in a calm and friendly atmosphere.
