Be a high ticket closer with right sales training program

Sales Training is an absolute necessity for every sales professional. And it can make a huge difference to the service that they deliver to their customers. I got a live example of it last week during a sales call, and I thought I’d tell you about it today.

So I went on a doctor visit for a client from the healthcare industry last week. And believe me it made me all the more certain of why sales training is so important!

I was accompanying a sales executive who was trying to explain to the doctor why his products were good and why the doctor should recommend them to his patients. By the way, I must say the executive was wonderful when it came to his knowledge on the products. He knew each and every product along with all its specifications like material, size, price etc. and frankly I was really impressed with his technical knowledge. However, even after so many years of selling the same products, there was a very apparent gap. A gap that only the right coaching by his Manager or Sales training could fulfil.

While the executive was top notch when it came to hard skills, he had a lot to learn on the soft skills front. Basics like building rapport, talking to the client with confidence, etc. were completely missing. I realised that it was partly because of the personality type of the executive, him being an introvert. And also the fact that I was observing him, which made him conscious. But when I asked his Manager about the same, I came to know that that’s a feedback his Manager had been giving him since quite some time now. But one that had failed to reap any benefit.

Once the sales executive got a little more comfortable with me, I also asked him whether he enjoyed his job. He said he did and also said he did not face any challenges while doing so!

And that brings me to one of the important things that sales training does. It creates awareness.

Many executives are not aware of how they come across to a client when they are selling. They have no clue that they may come across as being low on confidence through their facial expressions and body language, even if they know their product like the back of their hand. Sales training sessions act as a mirror for participants and make them aware of the areas, verbal and non-verbal, that they need to work on.

Typically, building rapport and being friendly with a client comes very easily to a person who naturally has that kind of a personality. However, it may be difficult for executives of other personalities. Sales training makes people aware of the differences in personality development that exist. They discuss the positives and areas of development of each personality, along with how you can go beyond the limitations that these pose.  In fact, apart from exploring facets of your own personality, they also throw light on the different personalities that customers may have and how you can adapt to these to build rapport easily. So a sales executive with an introvert personality can also get to know how to crack a very extrovert personality!

These are just the tip of the iceberg when it comes to what is covered in sales training. There’s a lot more than just awareness that gets covered in the same. Will discuss those in some later articles. For now you can start with these. These itself will take you from closing small accounts to much bigger one’s while creating relationships with customers for life!