Monday, 16 March 2015

How to Train Your Sales Dragons

On the business battlefield, the salespeople are your knights, the force that brings you the victory of signing a client. But first, you have to train them well about how and when to attack.

The manner of selling by following those three steps is applicable to almost 90 percent of the situations. Your salespeople can be taught to follow these steps, how to adapt to different situations and how to be prepared for a meeting with a prospective client.

For a successful sales meeting train them well to:

1. Find out what the client's needs are.

First impression is a weapon that few know how to handle. To be successful, your salespeople need to know how to act, talk and command respect from the person in front of them so the sale will take the path of a trustworthy discussion.

Teach them to hold the product's or sale's details for later and learn about the client's need. They should ask about the internal processes, the methods of organizing the company's activity or any other information that can become a stepping stone for introducing your product.
The representative of the client won't expect for a salesperson to care about the backstage of his business. He will be surprised and intrigued.

He will respond and explain his well-thought processes with the pride of a business owner and your representative will understand what his business needs.

2. Find arguments on how your product meets the needs of the client.

At this point we can agree that the salesperson understands what the client's needs are. Now (s)he has to pick up the client's weapon and show him how to use it better, faster and more productive.
The sales rep should choose several important points in the story, then rewind to the beginning and tell the same story, but this time with the product involved.

This will provide the client a simple approach on the improvements your product or service could bring to his business. The next step is to prove him that your story is as simple as you told it, it's real and it's viable.

3. Exemplify and demonstrate.

The sales representative showed the client what he can do with the weapon, but now (s)he has to let him try it. Explain exactly how the product or service works, show it to the client, create a demonstration based on some internal operations of that business. Let the client enjoy the benefits for a minute before going back to business.

This is the time where the salesperson can prove (s)he did his homework, as well. There are two keywords for this conversation: adapt and become memorable. The sales rep has to emphasize the benefits of the product or service that this client needs most. This is what Victor Antonio calls “provide insight” or “information beyond the obvious” in his video “Sales Tips - Insight, Questions and Use of Language“. The information comes from the previous conversation, which means adapting, and also from a strong background research, which provides the knowledge to be memorable.

This is also the moment to steal his attention and present the whole special business package you sent for him. Be careful! Teach them not to lose themselves in details or bombastic promotional approaches. They do not have to show everything your product or service can do. Too much information can clog the business owner's mind and make the product or service seem complex, but too complicated.

Training your sales dragons to follow these three main steps will benefit their personal approach and your business. You will learn about your clients, you will make them feel listened to, you will intrigue and then surprise them, you will make them feel good about choosing you as a partner and, of course, you will sell.