Nov8
Product Sales Training Unplugged
Posted by John in Sales Training To Improve Sales Results | 0 Comments »
Get The Real Deal On Product Sales Training
There is no such thing as product sales training. You must sell solutions. Instead of product sales training, get focused on solution sales training and take your sales success to the next level.
Prospecting Tip – Forget Product Sales Training
You are in for a long day of prospecting if you are calling up people to introduce them to your new product. This is what happens when you get too focused on product sales training… so just forget it. If you want someone to meet with you, you must quickly give him or her a compelling reason to meet with you. That reason has nothing to do with your product so there is no reason to focus on product sales training.
Prospects want to know “what’s in it for me”. When prospecting, you must sell benefits. Think about how your product benefited one of your clients and forget about product sales training. Instead, give your prospect a great reason to meet with you. “We’ve saved the XXY Company 12% on their budget for printing services. They used the savings to expand their marketing department. Lets explore if we can do the same for you.”
You see, it has nothing to do with a product yet that continues to be the focus of product sales training.
No one care about your product but every one cares about saving money or becoming more productive. This is why I say, “forget product sales training and start focusing on benefits and solutions”. Let your competition focus on product sales training.
The Case Against Product Sales Training
Your sales strategy must uncover a problem that you can solve with your product or an opportunity for improvement you can deliver with your product or service. Your product is the tool that solves the problem or delivers new opportunities. Sell the solution, opportunities and benefits. Then, explain how your product functions to deliver as promised. No one buys a widget for the sake of having a widget. So, don’t get over focused on product sales training.
Sell Solutions And Move Past Product Sales Training
If you are ready to move past product sales training and start selling solutions, I invite you to learn more about three powerful sales training DVD/CD programs.
“The Progressive Sales Process”
If you are a sales manager or small business owner and you want your sales force to start focusing on solution based selling instead of product sales training, learn more about “Superstar Sales Skills In A Box”. This sales training program changes everything.
So remember, selling a product has nothing to do with product sales training. Sell solutions because that’s the only way to sell.
Nick Moreno, Sales Consultant
National Sales Center, Sales Training Company
Nov5
Sales Strategies That Quickly Change Everything
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Searching For Powerful Sales Strategies?
YOU JUST FOUND THEM!
Lets make this easy for you to harvest these sales strategies so you can start crushing your competition over and over again! These techniques close more orders… FAST!
WHO: These powerful sales strategies are from Nick Moreno, founder of The National Sales Center. Nick’s amazing Sales Training Videos have been viewed around the world and his sales training seminars are second to none… period!
WHY: Use these sales strategies to crush your competition and earn more commissions. These advanced sales strategies take the guesswork out of selling so you can leave the stress behind.
WHAT: Pick from two sales strategies programs.
“Top 20 Sales Strategies” CD
Discover the top 20 sales strategies the Sales Superstars use to crush their competitors.
AND
“The Progressive Sales Process” DVDs
Powerful Sales Strategies that cover every step in the sales process.
WHEN: Order these sales programs now and they’ll be shipped to you the next day.
WHERE: Nick Moreno’s sales strategies are only available at The National Sales Center.
HOW: To learn more about these exciting sales strategies, click one of the links below.
“THE PROGRESSIVE SALES PROCESS”
Follow those links and discover our Sales Training GUARANTEE. You can’t do better than that!
Let These Sales Strategies Take You To The Top Of The Ranking Reports
Nick Moreno - Sales Trainer
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Nov4
The Sales Process Is The Only Key To Sales Success
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
The Superstars Know How To Properly Execute The Sales Process And That’s Why They Make All The Money
The Sales Process takes the guesswork out of sales. In fact, you can’t succeed in sales if you can’t successfully execute and implement the Sales Process. If you never had sales training, your first course should be Sales Process training.
This post is not only intended for those that are new to sales. This post also serves as a sales process reminder for seasoned veterans.
Understanding The Sales Process
Before I give you the steps in the Sales Process, I need to make a few important points. First, knowledge of the Sales Process is important but success or failure depends on how well you can execute the sales process.
Second, the Sales Process has nothing to do with sales prospecting or post sales follow-up. The Sales Process concentrates on what a salesperson must accomplish when they are “face to face” with a prospect. This is how sales are developed.
Third, depending on what you are selling, the entire process could be completed on one appointment or it may take multiple appointments to complete the entire sales process.
Fourth, the steps in the Sales Process must be followed in the order written below. You may not proceed to the next step until the current step is successfully completed. That said, there is one exception. Step 2, “Establishing Rapport”, is at the start of each and every sales appointment and runs through the entire fabric of the sales process.
Fifth, there is some debate on the number of steps in the sales process. Some sales trainers leave out steps while others consolidate steps in the process. I am very comfortable with my nine step Sales Process because I know it works.
We are now ready for The Sales Process!
Steps In The Sales Process
1- Developing A Sales Plan And Strategy
You need to do your research and develop an overall strategy for every sales prospect. Focus on what you already know and what you need to uncover. Also, insure you have a solid objective for every sales appointment because the appointment isn’t over until that objective is achieved.
2- Establishing Rapport
Would you be more likely to lend five dollars to a stranger or to someone you know and trust? The answer is obvious and represents why this step in the sales process is so very important. There must be a “connection” between the one buying and the one selling. Begin ever appointment with some “rapport building” and continue it throughout the entire Sales Process.
3- Discovering Needs
“Sales” is about uncovering problems and the “pain” associated with those problems. Obviously, we are looking for problems we can solve with our product or service. Often, the prospect isn’t even aware of the problem. This is especially true when the problem is that the prospect isn’t taking advantage of an opportunity to improve. Salespeople uncover these problems by asking a set of strategic probing questions.
4- Summarizing
You must now insure you completely comprehend all that your prospect told you and give your prospect an opportunity to clear up any misunderstandings. You do this by telling your prospect all that you’ve learned from your probing questions and the “need” those questions uncovered. The prospect and salesperson must be on the same page and the prospect must agree there is a problem that must be corrected. This is a key point in the sales process.
5- Presenting Solution
Now that you’ve uncovered a problem, you must present your solution. Obviously, that solution is your product or service. Relate your product to the prospect’s problem and show that your solution is cost justified.
6- Trial Closing
At this point in the Sales Process, you must attempt to close the deal. You’ve uncovered a problem and presented a cost justified solution… So ask for the order! You’ll either get the order or you’ll get some objections.
7- Overcoming Sales Objections
A sales objection is not rejection of the salesperson’s proposal. A sales objection is either a request for additional information or an opportunity to address some misunderstanding. You must successful address each objection before you proceed to the next step in the sales process.
8 - Closing
At this point in the Sales Process, your prospect agrees that a problem has been uncovered and all questions about your solution have been addressed. Ask for the order and “get ink on paper”.
9) Asking For A Referral
Your former prospect is proud of their decision to become your new client. Now is a great time, but not the only time, to ask your new customer to introduce you to your next prospect.
Sales Process Training
Well, there you have it… my nine step Sales Process. It looks easy but it’s not because it requires powerful sales skills to successfully execute the Sales Process. For example, you need to know how to…
Develop An Overall Sales Strategy
Set An Objective For The Appointment
Make A Great First Impression
Ask “Open Ended” Questions
Uncover “Needs” And The Associated “Pain”
Listen To Your Prospect
Derail The Competition
Properly Position Your Product
Write An Exceptional Proposal Or Price Quote
Cost Justify Your Solution
Overcome Objections
Correctly Ask For The Order
Get Referrals
And a whole lot lot more!
Sales Process Skills
When it comes to the sales process, knowing what to do is miles away from knowing how to do it. Sales is a profession that that requires skills. It takes top-notch sales skills to successfully execute the Sales Process. This profession is no place for armatures or those that just go through the motions. One misplaced word or one improper execution of a step in the sales process could be the difference between success and failure. There is no room for error.
The sales rep that is most proficient at executing the Sales Process will always leave the competition in the dust. This is a profession where you always need to be on top of your game. Only one rep gets the commissions so there is no second place.
The “Progressive Sales Process”
I invite you to take your sales skills and sales strategies to the next level and discover how the Top Sales Pros execute the Sales Process. Once you start using their skills, strategies and techniques, you’ll bring your “A Game” to every sales appointment.
I’ve made it easy for you to discover how the Top Sales Reps execute the Sales Process so that you can start earning their commission checks. Everything you need to know can be found in a DVD Sales Training Program called “The Progressive Sales Process”. Once you start using these skills and sales strategies to execute the sales process, you’ll never go back to that “old way” of selling.
Nick Moreno, Sales Process Training Coach
National Sales Center, Sales Training Company
MORE INFORMATION ABOUT THE SALES PROCESS
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Oct5
5 Sales Tips For Selling In A Slow Economy
Posted by Nick in Corporate Sales Training | 0 Comments »
Salespeople need to be on their toes during a slow economy. So, here are 5 sales tips to help you sell more in a slow economy.
1) Qualify Every Prospect
Working only with qualified prospects is important in any economy buy this sales skill is highlighted in a slow economy. You can’t afford to spend your valuable time working with people and companies that can’t afford to purchase your product or service. Stay focused on this point and put your sales time to good use during a slow economy. If you are having a difficult time finding qualified prospects in this slow economy, you may want to consider some sales prospecting training.
2) Position Your Offering
Will your product or service save your prospects money? If so, it must be positioned as such because that’s what prospects need in a slow economy. Will your product or service make prospects more productive? If so, that’s how your offering must be positioned. During a slow economy, prospects are looking to increase efficiency.
3) Cost Justification
Your prospects must not view a decision to purchase as a decision to spend money in a slow economy. Instead, they must see that they are investing money. If your product saves prospects money, you must show them how much they will save. If your product makes prospects more productive, you must translate that efficiency increase into dollars and cents. During a slow economy, you must focus on providing a return on investment.
4) Reference Selling
Expect prospects to be more cautious during a slow economy. You need to ease their fears over making a wrong decision and you do that by providing them with references. Tell your prospects about specific clients and how those clients benefited from using your product or service. Remember this sales strategy and you will sell more in a slow economy.
5) Use Top Notch Sales Skills
A slow economy will test your sales skills and sales strategies. You may want to consider some extra sales training to insure you are up to the challenge. It’s not “business as usual” in a slow economy. You must bring your “A Game” to every sales appointment.
I hope you’ll remember these five sales tips for selling in a slow economy. Remain confident and know that the salesperson with the best sales skills will always enjoy the greatest sales success, especially in a slow economy.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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