Well – I just got back from delivering two sales training programs.
Both groups were loaded with talented salespeople.
Each group had specific objectives that they wanted to accomplish with their sales training program.
We had some fun, I spilled my guts, and shared lots of money making ideas with them.
Both groups shared their challenges with me and I of course shared my ideas on how to deal with them.
I told them the 12 dumbest things salespeople do.
I shared some ideas on how to avoid sounding pathetic during a sales call. Judging from their reaction to this part of the presentation, they learned a thing or two on how to deliver a more polished presentation.
I save them the two best words to use whenever they hear, "How much is this going to cost."
I also cave them a perfect segue from asking questions to beginning their sales presentation.
They learned rock-solid ways to differentiate themselves from the competition. I stressed to both sales teams you can win bigger sales by being just a little better than the competition. You do not have to be twice as good.
We talked about how to be a high touch person in the high-tech world we live in. A simple handwritten note thanking someone for their help, is like winning an Oscar to a person who is seldom recognized for his / her work.
Throughout the day I tried to give examples of how they could drive the competition bananas – they seemed to enjoy hearing these ideas.
I gave them the four secrets to dealing with the ever increasing load of paperwork.
I told them you become what you read – not every body bought into that idea.
I told them you become what you expect and why it’;s important to always expect the best when you’;re selling.
I showed both groups how to gussy-up their quotes and convert them to dynamic sales proposals that scream value.
We reviewed my list of the 12 best questions to ask prospects / customers.
I read the testimonies on the flight home and they were positive. But you know, I got to thinking, maybe I could have done a better job.
You see, if I could ask everyone who participated in the day long sales training program – what was the ultimate sales training tip they took away from the program. I’;m not sure they would know the answer.
And that’;s because I did not put the ultimate sales training tip up in neon lights for everyone to see and hear.
Well I can fix that right now – because all the participants get this newsletter.
So here we go!
The centerpiece for all sales presentations, especially when you’;re meeting someone for the first time, and the ultimate sales training tip is:
***** employ your ears before you engage your mouth *****
I’;m convinced the easiest way to increase your sales is to ask better and more thought-provoking open ended questions.
While you’;re listening to your prospects and customers reply to your questions do not forget to take good notes.
The road to your sales success is paved with good questions.
The less you say, the smarter you’;ll sound!