What should be included in a sales training program?

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subornaakter20
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Joined: Mon Dec 23, 2024 3:34 am

What should be included in a sales training program?

Post by subornaakter20 »

What should the training program include:

Theoretical knowledge of effective sales aimed at the client. Goals, objectives and parameters for assessing the effectiveness of the transaction.

The main steps in sales technology: establishing contact with the client, identifying his needs, presenting the product or sending a commercial offer, working with objections, concluding a deal.

Methods of establishing contact. Getting hotel email list to know the client, presenting yourself, leveling positions.

Tools for identifying the needs and desires of the buyer, active listening techniques, basic questions, establishing trust.

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Presentation of the product through benefits for a specific client.

Tools to increase motivation to buy a product.

Working with objections. Ability to accept the buyer's position. How to respond to objections, including the "expensive" objection. How to constructively get out of conflict situations. How to renew contact.

Methods of completing a transaction and its support.

Analysis of personal qualities that prevent each specific training participant from achieving success in sales.

Finding your own sales style.

How to determine the effectiveness and what determines the price of sales training
Managers who are thinking about organizing training for sales managers are most interested in whether the money they are going to invest in training will pay off. However, it is very difficult to express the effectiveness of the event in money, since the success of the company depends on other parameters as well. In addition, the difficulty manifests itself in the lack of optimal evaluation methods.

As a rule, to analyze the effectiveness of investments, they focus on the ROI indicator - the return on investment coefficient. It is calculated based on the cost of the product, the income from its sale and expenses. If the ROI exceeds 100%, then the investments bring profit. If it is less than 100%, then the organization operates at a loss.

What should be an effective sales training?

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That is, there are no general statistics that would show the impact of training on profit. The effectiveness of training can be determined by individual parameters in each specific situation.

Let's look at an example. The management of a company producing materials for sterilizing medical equipment ordered a training course on conducting presentations from a consulting firm. Sales managers are well versed in their product, but do not know how to present its advantages in a favorable light. The cost of the training was 126,000 rubles.

As a result, employees began to interact with customers more confidently, learned to conduct interesting presentations and successfully close deals. Thanks to this, after six months, the number of applications in the organization increased by 10%, which is 3,200,000 rubles of income. That is, the ROI was 225%.
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