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Creating Your Own Sales &
Marketing Guide
Provide
“Information” training, not just sales training
Sales training is important for teaching the
basic selling skills, from cold calling to
closing. New sales people need this training as
well as seasoned veterans who forgot more than
they remembered and also need to keep up with
the latest selling skills since things have
changed over the years. However, it is one thing
to say this is how you do cold calling, for
instance, and yet another to say whom you should
be making those cold calls with. Sales training
can’t stop at the basics. You need to expand
that into “information training”, or training
that also provides the vital, company-specific
information your sales team needs to become more
successful. This is the difference between
generic sales training and customized training
for your company.
An example of this would be if you taught your
sales team how to prospect but did not teach
them what types of prospects are most likely to
purchase your product or service. Another
example would be if you taught them how to
qualify a prospect by asking the right kind of
questions, but not specify exactly what
questions should be asked for your type of
customers and business...Read
More
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Sell
Me This Pencil
Focus
on customer needs, not your product’s features
Were you ever being interviewed for a job when
the interviewer said to you, “Sell me this
pencil?” What did you say? What was he looking
for? Why do people still do this? Without
pondering the sociological rational of the
interview process, quite simply he or she was
just trying to find out how well you can sell,
how you present yourself and/or how well you
think on your feet.
Whether this ever happened to you or not, what
did or would you say? Your first inclination
might be to think about all the features and
benefits the pencil has to offer and respond
with such things as, “Well, this is a fine
pencil. As you can see it’s a #2 which is the
most popular type of pencil used in
post-industrial businesses today. And, it’s
sharp, which means you can draw very small
pictures while maintaining clarity. Also, look
at this large eraser at the other end. This
means you can eradicate any mistakes you might
make while writing or drawing. You can’t do that
with a pen (actually, you can with the newer
erasable pens, but who cares). And look at the
bright yellow color. This pencil will match
nearly 80% of all the earth tone shirts you wear
as it extends above the rim of your pocket
protector.” Sounds like a whole lot of features,
doesn’t it? It also sounds like a whole bunch of
useless information. None of these points
actually address the customer’s (interviewer’s)
needs. Why not? Because you never stopped to ask
him what his needs were. You got sucked into the
trap that many sales people get caught in...Read
More
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Visit the
"got
sales?" Archives
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out our
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HERE
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Helping Businesses Acquire & Retain Customers
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Sales Process
Development
We work with you to define
and develop your sales processes, identify best practices within your
organization, build models that easily and automatically replicate those
processes, and measure the results to ensure an acceptable ROI.
For a free evaluation call (702)655-5652
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Got GoldMine and need help? Can't seem to match
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functions? Hire a GoldMine Coach. We can help you.
Download a Free Brochure Here
or call at (702) 655-5652
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PEAK
Sales Consulting specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
address is sales@PeakSalesConsulting.com
and our mailing address
is 8205 Wooden Windmill Court, Las Vegas, NV 89131
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