Sales Training –
Sales is the life blood of an organization. Assuming the proper recruiting, screening, hiring, managing and motivating are taking place, then the sales team will be first rate and realistic sales goals will be met or exceeded.
The future of a company often rests in the hands of a few – the sales team. All too often, the training of sales associates is a combination of trial and error and/or emulation of a co-worker. Both of which can be an expensive way to learn.
The expression “Practice Makes Perfect” is actually incorrect. “Perfect Practice Makes Perfect.” Sales skills can be learned, practiced and incorporated to gain more sales.
Honest sales trainers will tell you that effective training is based upon creating new and effective sales habits. Fewer skills taught but used will outperform numerous skills taught but not remembered and used.
The approach used is an improved version of the critical path.
The topics are:
1) Welcome,
2) Discovery,
3) Matching,
4) Agreement, and
5) Staying in touch.
Underlying the topics is a commitment to knowledge and preparation so the sales person is knowledgeable about construction, their builder, their neighborhood and the community.
Practical and easy to understand skills can be practiced and will make a difference in the results. Even the most talented athlete has a coach (often more than one), a trainer and a psychologist to give them the edge. Your sales team has the same need to train and excel, with your success at stake.