The ability to work with people and bring them to the desire to make a purchase or use the service is a real art of communication and is developed with experience. Therefore, training helps beginners to quickly master the intricacies of the profession and methods of special interaction with a potential client.
Sales are divided into active and passive. Passive sales are carried out when the client himself comes to the office or makes a phone call and is already looking to cooperate. Active sales - it is sales to a person who is not interested in a service or product.
What are sales trainings and what are they for?
Active sales trainings tell how to find a client, how to interest him with a product or service, describe gestures and special language constructs that lead a person to make a profitable decision. As a rule, the first block is communicating with "cold" contact, when you first present yourself and your product. When meeting it is important to have time to collect maximum information about the client and his needs, be sure to fix his name and contact details.
Then comes a five-minute mini-presentation of the product or service, often accompanied by suggestive questions that imply a positive answer. For example, "Do you care about the health of your loved ones?" - "Yes" - "Then you probably care what kind of water they drink!" After the client has doubts about the need to take advantage of your offer, you should send the price to an email or make an appointment with the client in the office.
Mandatory layer of training - the fight against objections. They are assigned the main part of any sales promotion seminar, because today's “no” customer often turns into tomorrow's “yes”. How to avoid obstacles in the form of secretaries and other intermediate employees to get to the decision maker? How to ensure that you are given an email address to which you can send a price or presentation? These and many other questions are answered during active sales training.
A good presentation implies advertising a product or service, descriptions of its positive qualities and amenities that a customer receives when purchasing it. If you do not know this and do not use it in communication, then it is almost impossible to interest the interlocutor. That is why, most trainings detail the strengths of the service or product, emphasize how it compares favorably with those on the market. Existing cons or discomfort, such as high cost or others, are presented as convincingly and correctly as possible.
It is also important to emphasize why it is worth taking advantage of the offer of your company, therefore the trainings inform in detail about the company and its status. How many years on the market, whether there is a production base or foreign partners, recommendations of large customers, unique production technologies or innovative certified materials, etc. Anything that might persuade a customer in favor of your company should be mentioned. At the same time, it is important not to slip into criticism of competing firms, it is better to say politely that you know nothing about these companies, but you can say so-and-so about your own companies and guarantee this-and-so.
Many services cannot be touched, and therefore they sell not so much the service itself, as the comfort that its purchase will give. How convenient it will be to go to a kindergarten with a child from a new apartment nearby, how much time the delivery of ready-made food will save, how healthy it is to relax by the sea and so on.
The final stage of training put business games, simulating situations "seller-buyer". This may be a zealously rejecting client, and your task is to persuade him. Or the client wants everything at once and today, but he does not intend to wait, but we need to persuade him to break the order into parts, explaining how this happens in your company and why it would be better and more profitable for him to do so. Cases, that is, tasks, are very different, but the main goal of any role-playing game is to consolidate the theory with practice and develop a confident line of conduct in any situation.
Active Sales Training they instill confidence in the reliability of their company and the quality of their goods, teach them how to properly communicate and let the client down to the purchase, and also make them feel in their place, which contributes to a better understanding of what action strategy to adhere to in a given situation.
