Ensuring Usage of Skills in Actual Sales Situations: As someone in charge of training sales personnel or even someone in an advisory or assistant capacity who mentors sales personnel, you would ensure that the sales tactics used are current and relevant, that skill gaps are eliminated and that sales executives are benefiting from their training. For your training to yield the best results – read better sales – you need to ensure that the training received is actually applied to real sales situations. No two sales pitches will be exactly alike; so it is necessary for your sales personnel to be able to adapt to different situations and to apply their training by thinking on their feet.
Your sales people will encounter all sorts of people, with all sorts of questions and issues; some of them personal! Your people will have to be mentally prepared for all of those. In some cases it may be vital for your people to have at least some knowledge about the industry whose representative they are making a sales pitch to. This is necessary so that the pitch can be tweaked and personalized to those particular requirements and so that your sales person is not caught on the back foot when asked technical queries related to the product’s industry application.
There may be times when the other person is just having a bad day. It can be difficult to keep one’s equilibrium when the other person is being uncooperative or even provocative. Here your sales person will have to keep a level head by trying to generate some empathy for the opposite person. Though they may feel like responding in kind, it is important to remain calm and maintain a professional stance. Your people should be able to distract them with facts; kill them with politeness! Once your sales person has the other person really listening to them, that is a small victory right there!
Involving your sales people in role play and mock situations can be very useful in boosting preparedness. During these mock situations, your sales people should be asked to answer product related questions in brief as well as in intricate detail. Your sales people should be aware of obscure facts and figures and must be ready to explain product applications for specific industries. Expose your people to a variety of situations and personalities to ready them and to equip them with the tools they need to respond satisfactorily in myriad different sales scenarios.
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