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Glimmer Blog
Apr 17

Written by: peterm
17/04/2012 11:44 AM 

 

 
 
 
Sales training is very important as it helps your salespeople in acquiring and honing numerous sales skills that are necessary if they are to successfully do their job. And when it comes to imparting effective and highly professional sales training, Brisbane-based business coaching company Glimmer Management Consultants is not only the best in town but also the best in the country. Back to the point at hand . . . . . . . sales training helps salespersons in developing and polishing sales skills that are necessary for them to effectively do their job as salespersons. Some of these skills are:
 
Persuasion Skills
Perhaps the most important skills a salesperson needs to master are persuasion skills. In fact, a salesperson’s job is all about persuasion – persuading the customer to agree to the sale. Sales training helps salespersons in acquiring and polishing their persuasion skills. These include both verbal persuasion skills and non-verbal persuasion skills.
 
Ability to Set Outcomes
Persuasion skills and persuasion techniques are important, but even the best persuasion techniques in the world work the way a salesperson want them to when there is some planning behind them. Thus, a salesperson needs to be able to determine the logical next step in any given situation. A salesperson needs to be able to work backwards and think about what he/she has to do in order to make the desired outcome a reality. A salesperson needs to be able to look at every idea he/she comes up with from the customer's perspective.
 
A salesperson needs to be able to predict how the customer would interpret or react to anything he/she said or did. This will help the salesperson in making changes beforehand in order to increase the chances of success. A salesperson should make sure that his/her outcomes are well-defined and well-formed and should think through possible differences in the customer’s thinking and how to phrase or adjust his/her offer to make it more in line with the customer’s outcome.
 
Good Listening Skills
Good listening skills are a must for anyone who wants to succeed as a salesperson. Listening not only shows that the salesperson is being respectful, but it also enables the salesperson to know what the customer wants and what is really important to him/her. Listening also enables a salesperson to learn more about the customers themselves. Sales training can greatly help salesperson in honing their listening skills.
 
Ability to Control State of Mind
A salesperson needs to be able to control his/her state of mind. That’s because if a salesperson is in a good state of mind, the flow of his/her language will be much easier and he/she will sound a lot more convincing. This will not only help the salesperson in getting the desired information, but also help him/her in building an instant rapport with the customer, and the natural outcome of all this will be a successful sale. Sales training helps salespersons in developing this ability to be in control of their state of mind.
 
Ability to Build Instant Rapport
Salespersons need to possess the ability to build instant rapport with customers. This is necessary if they are to succeed in winning the confidence and trust of the customer in order to make him/her open and responsive to their suggestions and offers. This is one of the most important sales skills as it greatly determines the occurrence of a sale. Good sales training can greatly help salespersons in acquiring this ability and in further honing it. 
 
Good Language Skills
Salesperson need to possess excellent language skills if they are to succeed at their job. A salesperson needs to be able to reframe an objection to make it appear like a benefit. A salesperson needs to be able to minimize the negatives or shortcomings in the product and highlight the benefits of the product through the use of language. It is only thus that the salesperson would be able to make successful sales.
 
Closing Skills
A salesperson also needs to possess excellent closing skills. There are literally hundreds of closing methods used by salesperson around the world. Some of the most popular are: Order Blank Close, Scarcity Close, Alternative Choice Questions Close, Judger/Perceiver Close, Ben Franklin Balance Sheet Close, Minor Point Close, etc. Sales training can greatly help salespersons in developing and polishing excellent closing skills.
 
These are some of the skills sales training can help business owners develop in their salespeople in order to boost sales. As mentioned earlier, when it comes to providing excellent sales training, Brisbane-based coaching company Glimmer Management Consultants is business owners’ No. 1 choice.

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