Why customised sales training is best.
When you are looking for the best sales training to help you grow and develop your business, off-the-shelf sales training programmes are not as effective as customised programmes and here is why.
Every Business Model is Different
Whether you business is B2B, B2C, retail, telesales or other, the sales approach is unique. No company offers your product or service quite the way that you do. To offer maximum business development potential, sales training should be packaged to fit with the needs of your unique business, and also fit with your target audience.
Every Sales Team is different
Understanding your sales team and management structure is integral in providing the right resources for effective sales training. This may mean developing current or new sales strategies, sales territories and sales manuals that are tailored to the unique aspects of your sales team. The sales process is only part of the whole picture.
Additionally, there may be varying roles within your sales team, from the active ‘hunter’ who chases new business, to the ‘farmer’ who nurtures existing business and grows client spend, and the ‘on-boarder’ who ensures the sale is fully embedded. Each sales process needs to be mapped, with any overlaps fully understood. Many a good sale has been undone by a bad process.
Sales Process and Methodology should be unique to your business
Developing a clear sales process that suits the unique needs of your business model will help your sales team achieve to their full potential and increase sales. It provides a clear map of the steps to get to a sale. With all sales people sharing the same process, they will be able to assist each other know where they are going wrong so that they can get back on track.
This process should be complemented with techniques and skills on how to achieve these steps. How and when you apply these techniques, such as rapport-building, active listening, mindful questioning, framing and business acumen will be different for every business. Establishing a unique sales methodology for your customised sales training will maximise your potential for business growth.
While the sales process can be scripted, it certainly doesn’t have to be. It does however require steps which ensure that the prospect has been appropriately engaged with and in fact wants to buy, not feel stitched up. Need help developing your sales methodology?
Contact Phil for more information on customised Sales Training.