Sales Training That Assures Results

If your idea of sales training is giving everyone, including new recruits, a copy of Zig Ziglar’s book, The Secret’s of Closing the Sale, think again.  By identifying the strengths of and weaknesses of your business, your family, and your professional team there are other innovative approaches that work to increasing your sales and achieve the desired results.

Start by creating a profile of your current and best customer/s, then look for prospects that match or are similar to that profile.  After you locate your target, don’t pitch them, but rather find out their problem and why they would need your service to resolve it.  It is usually driven by fear of loss or a desire for gain.  Investigate, collaborate, ask questions, listen and see if it makes sense to work together.  Once you conclude that this will be a good working relationship, switch to a solution mode.  At that point the prospect has concluded that he/she must take action to solve the problem and knows your product/service offered is 5 times greater value than the perceived risk. They are then compelled to buy.

In order to be successful using this strategy it is important to focus on the prospect’s specific and deep needs.  Avoid pushing product; rather focus on the effect of the prospect/s desires, the relationship between value and investment, and self-interest/ego/s.

You will learn more about the needs when you ask questions.  And once you’ve asked, don’t talk, listen.  You can explore why the prospect’s problem has not be solved and why. Once you have determined all the facts, show how you are different, not better, from your competition and where you add the value.  Empower the prospect/s, don’t make them feel as if they are not knowledgeable.

The client is not very interested in your company, but rather cares about lowering their cost, not about increasing your revenues.