Sales Training Program: Do You Have What it Takes to become a Top Producer?
It takes a sales training program that provides a fail-safe sales process to become a top producer. A fail-safe sales process gets you consistently doing the right things in the right way. When you follow a fail-safe sales process you will effortlessly help your prospect to choose what you have to offer.
One of the biggest mistakes that most sales professionals make and that many sales training programs don’t spend enough time on is getting your prospect to tell you what they really want. That can’t happen until you gain enough favorable attention with your prospect that they feel comfortable talking with you. Your key sales goal at this point in the conversation is to get them to tell you everything they want in relation to your offer.
When you don’t know enough you will invariably jump on the wrong band wagon and try to take off with a solution that your prospect has no interest in hearing. When you do that you may notice that they become inattentive and disengaged, or at least I hope you are noticing. You have to keep probing until you know everything they want and everything that is keeping them from having that now before you can move past this part of the sales process.
Through your sales training program you should realize that you need to dig until you get to the bigger benefit. The bigger benefit comes out of your conversation when you begin to explore how the problem they are having is impacting them beyond the obvious. As they begin to share with you they should be uncovering an even greater impact that this problem is having on their lives than they realized before they started talking to you.
From your past sales training programs hopefully you realize that your offer only has value to your prospect when they tell you it has value. If you aren’t getting your prospects to tell the value your offer has for them then it’s sort of like trying to push a string. And we both know it’s a whole lot easier to pull a string than it is to push a string, so let them do the work.
You are the sales professional and it’s your job to keep your fail-safe sales process on track. Your prospect doesn’t know what’s supposed to happen when, but you sure should. And I don’t mean following through a canned sales presentation. Using a canned sales presentation is the absolute worst thing you can do, so if you are using one now stop immediately and start following a fail-safe sales process that will make you a top producer.
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