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"Andrew is one of the most knowledgeable and passionate experts that I have ever known - this is an opportunity to save yourself a lot of effort by getting the most relevant, up-to-date insights distilled for you by a brilliant thought leader."
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"You are helping us meet our sales goals for Precision Telecom."
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-- Scott Christie, former Managing Director, Kidder Peabody; Principal, Christie Capital Management, Inc.
"We evaluated a number of Marketing and Sales consultants prior to selecting Andrew. We found his overall experience and overall approach to be the most comprehensive and best fit for us. Also, his philosophy of trust-based marketing fit closely with our values and our approach. We are delighted that we chose him. His work has been excellent. I was particularly impressed with his presentation to our franchisees at our CM IT University. He kept a diverse group of business owners engaged, excited, and energized all day long, and received great feedback. He has provided exactly what we needed, and produced an enormous amount of work in a tight time frame."
-- Linda Burzynski, Former CEO, CM IT Solutions, Inc
Sales Training Techniques
Sales training techniques have evolved the past few years, from a 'how to' structure into an individualized role for each person. One of the first lessons that should be taught with sales training techniques is that training is not about selling as many products as possible to as many people as possible in the fastest time. In fact, when undertaking lessons in sales training techniques one will soon discover that sales is about building relationships with your clients, not selling the product to a number closer to your target.
Important sales training techniques include talking to your client. For example, if you are selling home entertainment equipment and a customer is looking at plasma screens you might traditionally have started a conversation as: 'May I help you sir?' This is a poor way of building a relationship with your client because he or she will probably just respond by saying; 'No thanks, I am just looking' whilst in the meantime all kinds of questions are swarming their heads. If you should start a conversation by such means as; 'I see you are looking at this new plasma we just received, great piece of home equipment, would you like to put it louder to hear the volume it can reach?' This is an ideal way of starting a conversation and forming of a relationship because, just from the initial approach the customer will feel at home and feel comfortable enough to ask you any questions that he or she may have.
A second sales training technique involves keeping in contact with your clients. Should a potential customer want to know when a certain product enters the store then you should take their number and call them when it does. A customer is more likely to purchase a product from a place where he or she feels welcome and respected as a client rather than a place where he or she is not receiving any valued service. Once you have sold a product to a client this does not mean that the sale is finished or closed, in fact, it means that your relationship with your client has only just begun. A closing response could be one as such; 'Thank you for your business Mr Smith, I will call you when accessories for your iPod arrive in store''. This allows the customer to know that he is wanted in the store and that he is a valued client. Returning to the store and receiving the same great service would contribute to Mr Smith probably giving referrals and having more clients visit the store.
Sales training techniques also involve the ability for salespersons to be themselves at all times, to communicate with customers the way they feel most comfortable and the way they feel to be their self. Potential clients are more susceptible to true personalities than to rattled and rehearsed sales pitches. Sales training techniques are but one of the many ways to increase annual profits, customer satisfaction, employee motivation and commitment within the workplace.
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