Sales Training 101 – Why Consistency Matters to Sales Professionals

 

With the right sales training, sales professionals know it is important to take the time to make outbound selling calls and set up meetings with prospects and customers. So why is it so hard to set aside that time and get it done?

Often, as sales professionals we feel there is very little risk to putting it off. Or, maybe we’re too heavily focused on today’s problems to think about tomorrow’s problems—which could be bigger and worse if we don't look for more business today. Or, we might just have terrible time management skills and find it difficult to schedule ourselves, letting our time be dictated by how we react to daily events.

In addition, there are risks to lack of consistent effort. For one thing, we don't develop the level of skills required to get results, costing us business and allowing competitors to outsell us. Not a very impressive performance, our boss viewing it as average or below. Our sales training taught us better than this. If we're not working hard today to develop business for tomorrow, we could find ourselves in a difficult position in the future, either not meeting our sales goals, or not making enough income to survive.

Consistency pays off for several reasons. Practice makes us better. Experience makes us smarter. And with this, selling gets easier. Between our sales training and our experience, when we really need great selling skills to succeed, they are there.

 

Here are five tips to increase selling consistency:

·         Schedule time for specific selling activities, such as prospecting.

·         When you’re successful, don’t get complacent. Continue to spend time on the activities that brought you success.

·         Consistency is easier when you turn a sometime-behavior into a habit, so commit yourself to building one positive new habit over the next 30 days.

·         Spend fifteen minutes at the end of every day thinking about what you should do tomorrow—and start every day by consistently doing the top three selling activities on your to-do list.

·         Write down your goal. Read it every day. Know what it takes to achieve it. Do what it takes to achieve it relentlessly, every single day.

Good selling!

 

Seventeen Questions from Buyers

Seventeen Questions from Buyers 

Before making a purchase, buyers want answers to these questions.

1.      Do I like this salesperson enough to give them my money?

2.      Can I trust them to tell me everything I need?

3.      Did they leave any critical information out?

4.      If information was left out, did it happen on purpose?

5.      Do I really need this?

6.      What other options do I have?

7.      Is this price fair?

8.      Is there enough value to justify the expense?

9.      Does the salesperson have the expertise I need?

10.  What could go wrong?

11.  If I buy from this company, will my boss think I made a good decision?

12.  Are there any hidden charges or fees?

13.  Will the salesperson and the company be easy to do business with?

14.  Does the salesperson understand me when we communicate?

15.  Does the salesperson like me enough to watch my back?

16.  Will the salesperson follow my instructions?

17.  Does this salesperson care if I'm satisfied, or do they just want a sale?

Plan your selling approach so you’re ready to provide buyers with all the information they need to say, “Yes, I want to buy from you.”


Atlanta sales training programs are offered by Thought Transformation. We offer sales training courses in Atlanta and surrounding areas. Increase your sales and learn how to outsell your competition in any market or program! Visit us today!

Would You Please Stop Whining?

OMG . . . don't you get tired of selling coworkers who constantly complain. “The market is terrible. The company has quality or service problems. Prices are too high. Cold calling doesn’t work. The company doesn’t do enough marketing—or the right marketing—to get quality leads.”

 It's not a complainer's fault that they don't have any business. It's everybody else's.

Some salespeople are lucky. They have an office with a door, and they can close it to keep the complainer out. Other salespeople sit in a bullpen or in a cubicle. When a complainer corners you, there is nowhere to hide.

Listening to people complain when there is work to do is stressful, especially when you feel pressed for time. If you don’t have a strong relationship, you could nip the conversation off by politely stating you’re on a deadline to make a call or get information to a customer.

What do you do if the complainer is a friend, but you don’t have time—or you’re not in the mood to listen to depressing talk?  Look for the next post to handle this situation.


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Are you new to the sales market or struggling to make sales? Don't feel bad, more then likely, you were given very little training and tools. It's hard to make sales in a program or business when you don't have the proper sales training. Don't worry though, we can help you! Thought Transformation offers sales training. We have 20+ sales training sessions that will give you the correct tools and techniques to make sales!