Corporate Sales Training
Sales Optimization: Tools, Habits, Process for Greater Sales Success
Integrated Sales Training
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.
With something so important, why take a risk? SNI brings 23 years, 6 continents, and 250,000+ participants of negotiation training experience. Work with us to get: Instant Impact. Sustainable Skills. Measurable Results.
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
Capturing Value and Making Trades
Benefits of SNI’s Sales Training
- 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
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:
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).