From cold calls to emails to in-person interactions, the best sales training can push you out of your comfort zone and into success. According to Spotio, training can boost individual representatives’ performance by an average of 20%. Do it often and it can result in 50% higher net deals per rep, says The Brevet Group. This article shares four of the best sales training tips to help you close more spectacular deals.
Define your ideal customer
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When you’re hungry for a sale, you might try to sell to everyone and anyone that has a heartbeat. If you’re guilty of this, don’t beat yourself up about it, as many salespeople are in the same boat.
Research by Sales Insights Lab reports that 50% of your prospects aren’t a good fit for what you sell. Chasing prospects indiscriminately is a surefire recipe for disaster and will only leave you feeling frustrated and exhausted. Also, you’re flushing valuable time and resources down the drain.
Instead, drill down on your ideal customer. Ask yourself:
- Who are my ideal customers?
- What are their pain points?
- Why would they buy from me?
If you can crack that code, you’ll be able to craft more powerful pitches.
Build strong rapport
Building rapport costs very little but its impact is often deep and long-lasting. It’s the difference between a tedious interaction with your customer and an exceptional one that can cement the relationship and win over prospects. A study by Gong found that the more time spent on rapport-building conversation, the greater the closing ratio.
The best sales training programs say being genuine is the root of strong and enduring rapport. So, at the start throw out the script and get personal. Talk about your shared interests, experiences, and goals. Make an earnest effort to remember key details about the customer.
Also, instead of pitching, ask probing questions so you can offer solutions. If you can connect with the customer on a human level, they’ll be more likely to trust and respect you.
Be prepared for objections
Objections are part of the selling process. It’s tough to dodge them even if you try. What’s more, bobbing and weaving around them can leave you empty-handed. To prevent objections from derailing a deal, a good number of top sales trainers suggest preparing for them in advance.
One of the best ways to get yourself ready is to take a leaf from past interactions. If you are a seasoned salesperson, your customers have undoubtedly hit you with a flurry of objections. What issues did they raise? What did you say to allay their concerns? Learn from what worked. That way, you can stay calm and collected if they pop up and tackle them with absolute confidence.
Finding the best sales training classes
Training classes are a dime a dozen. However, don’t throw money at the first one that catches your eye. Look for a high-quality, reputable program. For instance, one that others in your field hold in high regard and that you can tailor to your specific needs. That way, you can avoid any nasty surprises.