Many people, including some in the sales profession, believe that sales training is an overall waste of time and money. A popular belief is that sales people are born to sell, and that an individual either “has it” or they don’t, and nothing can be done to change it.
This belief has been proven to be wrong time and time again. Selling is a learned skill. Many of the beliefs about the skills required for sales success are much different than those actually necessary.
Below is a list of truths about the sales profession:
1 – Sales is a learned skill.
A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their career.
2 – Sales calls can be made at any time.
Many sales reps actually believe sales calls can only be made after 9:00 a.m. or before 3:00 p.m. The professional knows someone prefers 7:00 a.m. and others work evenings. Professionals find people to see them for a full day every day.
3 – The minds controls most sales.
This is why many sales come in succession. It’s often called a lucky streak, but it isn’t. It is the sales rep “assuming the sale” without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief the buyer is going to buy today.
4 – Good telemarketing is critical.
Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the amount of calls that must be made each week.
5 – Increase selling time.
The only time that is real “value added” is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paperwork, and attending meetings is an incidental necessity, but not value added. Do all of these tasks outside of the high value added hours. Increasing value-added selling time can be learned using lean manufacturing and six sigma principles.
6 – Learn to Close.
Closing is the most learned skill in the profession. When a prospect objects about the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.
7 – Learn sales techniques.
Techniques are not tricks, and no sales rep would be trying to trick someone into buying. Some believe closing is using tricks but this is not true at all. It is simply being an effective negotiator to help the customer make a buying decision. For example, with a service objection such as the length of after-sale service being too short, the sales rep should use a “right angle close.” This negotiation is simply stating the answer with a buying question, such as “If I can get the two week service changed to four, will you give us a try today?”
