CORPORATE SALES TRAINING
Sales Optimization: Tools, Habits, Process for Greater Sales Success
In most cases, salespeople have received at least one sales training course at some point in their career. However they often still lack the habits, tools, and job aids that maximize the portion of the sale after prospecting.
Most companies follow a standard sales training model – they implement a sales process or methodology and their sales representatives are trained on territory management and armed with “sales skills.” The result is a pipeline generation process that may be reasonably successful at creating a steady influx of new prospects.
That model equips company salespeople with the “What To Do” part of the process; however, what is often missing is the “How To Do It.”
Do your salespeople manage the client and sales process or are they simply reacting to the potential client? Are their questions thoughtful, and how deep is their discovery? How effectively do they manage their time and effort? Do they sell based on features or do they make the benefit/value connection? These are the kinds of questions that we ask our clients to see if our sales training might be a good fit. They also are the types of improvements that have lead to closing more deals, faster, and at higher margins.
SNI’s Approach to Sales Training
This is the systematic approach and sales training technique that we implement to maximize the effectiveness of your salespeople. It can either become your standalone sales process, or add value to your existing sales platform through seamless integration. Unlike many sales training programs our approach, habits, and tools are integrated into the sales process. This is why many of our clients refer to our program as “Sales Optimization.”
Prospecting: Ideas could come from anywhere. And any good sales funnel needs plenty of prospects. Where do they come from? How do they become a lead?
Lead Qualification: Make contact. You have a prospect on the hook, but what is his/her value? How do you qualify them and make a good first impression?
Engage: This is the stage where you must listen, understand, and position your product based on the potential customer’s need, and then overcome any objections. Ultimately, it comes down to “what is the potential customer trying to achieve, improve, or avoid? And how are you going to connect your product/service to it?”
Action: Maximize the “yeses” and minimize the “nos.” That said, no is not the worst-case scenario – indecision and lack of action can waste time and resources that you could focus instead on a prospect more likely to result in success.
Support: Service, Over-Deliver, and Grow. Great salespeople service their clients well, over-deliver on what they sold, and grow their relationships. It is much easier to re-sell and grow existing clients than it is to sell new ones. Go above and beyond and become a trusted advisor, and you will rarely lose a client.
Evaluate: The best salespeople are constantly evaluating their own performance. How did I do? What can I learn? The best sales organizations figure out how to organize that information and leverage it across their sales team.
Sample Course Outline
Take a look at a typical sales training program
Our clients say we offer the best sales training programs as a result of our ability, as sales trainers, to integrate our content and tools into our client’s current training and processes, and leverage the existing skills of their salespeople in the most effective way possible.
How do we do it? Below is an example of one of our most requested sales training program structures. It was built to address the specific business needs of a client’s sales team.
The Systematic Approach
This module introduces participants to SNI’s Systematic Approach to Sales, PLEASE (Prospecting, Lead qualification, Engage, Action, Support, Evaluate), as outlined above. Whether it gets bolted on to your sales process or it becomes your sales process, this module lays the groundwork for the rest of the program.
Capturing Value and Making Trades
An effective sales professional knows how to succinctly demonstrate value by selling the benefits to the other party versus the product or service’s features. How persuasive and consistent is your sales team’s elevator pitch? Additionally, participants learn to make trades and capture an adequate amount of value in return for concessions they are being asked to make.
This module offers a series of techniques to handle potential customers’ objections. Additionally, answers to common company-specific objections are developed so that participants can successfully overcome them with confidence.
This module teaches participants how to recognize and respond to negotiation tactics by utilizing a three-step method. It also shows participants how to use tactics for their own benefit.
Benefits of SNI’s Sales Training:
- Here are just a few of the benefits that you can expect for your sales organization:
- Introduction to a few tips and tricks for sales prospecting and lead qualification
- Learn how to build trust quickly with your potential customers
- Improve your ability to position and capture value
- Internalize a series of objection-handling techniques
- Develop key probing questions to find out what your potential customers really want
- Learn how to recognize and respond to various sales tactics
- Learn how to keep progressing sales opportunities
Please note that our sales training is customized in every way: content, length, reinforcement options, etc. Contact us for a specific proposal based on your needs.
SNI is very proud of what our clients say about our sales training. Here are just a few examples of how we have helped take their companies’ sales to the next level:
“I went out on a great sales call with one of my reps today. Before going in we did some pre-call planning using SNI’s PAID model and it really helped us put together our strategy. We also were able to negotiate our way through various issues effectively and with confidence. I think this was one of the best sales training’s we’ve ever had. Not to use a cliché, but this training was truly a WIN-WIN for your company and ours.”
“The seminar put on by the SNI has already paid big dividends in my sales career…the seminar taught me many valuable techniques for improving my skills in sales as well as helping my confidence and motivation. One month after the seminar, I am close to reaching 50% of my sales goals for the entire year…the SNI session certainly gave me many good ideas and techniques for my sales career.”
–Director of Sales & Service,
New York Yankees
“SNI’s ability to identify the specific areas of skill gap and build a program that directly addressed those gaps is unmatched in my training experience. That, coupled with the dynamic training events, has helped us to drastically impact the skill level of our sales force and make a measurable impact on our bottom line results this year.”
TEKsystems (A Division of Allegis Group)
Because of the close-to-the-bottom-line nature of our sales training program, SNI not only allows our clients to measure the impact of our training, we actually actively encourage it. We have absolute confidence in the results we can help our clients achieve. We help our clients track the impact of our programs with concrete metrics. A few examples include: participant reaction (measured with evaluations), behavior (measured through observation by the management team), and ROI (measured through Key Performance Indicators).
Contact us for more information
Whether you are considering implementing new sales training, are looking for advice or fresh ideas, are looking to improve on what you already have, or are ready to completely overhaul your current program, give us a call or fill out the form below. Keep in mind we not only provide sales training, but also coaching, consulting on live deals, and motivational keynotes for sales teams.