Do you need sales training? If you are on track to meet your sales plan, and if your outlook is filled with plenty of good prospect, then you probaly don’t need sales training.
However, if your business situation is less optimistic, it may be time to examine your sales process and get yourself and your organization some training!
When most executives are asked to describe their burrent sales process they often times struggle. Why? This is because companies without an affective process don’t think of their selling as a process. Or, if they do have a process, many companies are not optimizing the system due to a lack of training and ongoing reinforcement. Go here to learn even more about how training can help you!
Consider Sales Training Indicator #1
Have you ever seen this happen? You’re working through the selling process and everything was going fine. You answered all the prospect’s questions. You sent whatever information was requested. Then the prospect would not take your calls. No matter what you did, you just couldn’t get back in. And worse, you did not know why.
You May Need Sales Training Indicator #2
Or maybe you’ve experienced this. You felt confident in your sale. You made the presentation, which the prospect loved. He was supposed to get back to you to let you know their decision. A week later, you get a call from an assistant informing you that Mr. So-and-So decided to go with a different company but they appreciated the time and effort. Maybe next time.
Consider Sales Training Indicator #3
I know this has occurred…As you worked through the selling process you became convinced that there was no way you would get the deal. The prospect did not seem impressed by your presentation. She quibbled over your price and delivery. You were ready to write this one off. Then, out of the blue, you get a call…and an order!
Still not sure if you could benefit from sales training? Take a minute to answer these questions:
• Is your sales cycle longer than you’d like?
• Is forecasting a guessing game?
• Are prospects demanding – and getting – costly price concessions?
• Do you lack a common language and methodology by which to manage your sales team?
• Are you producing costly proposals that seem to never close?
• Do you hire salespeople that don’t work out?
If you answered “Yes” to any of the above, you would benefit from learning a more effective, efficient, systematic sales method.
