| Sales training can sometimes have quite a garish | | | | label the people who stand in the way of the |
| and cliched image. If you are picturing a bell ringing | | | | prospective client you wish to proposition. There |
| and role play based motivational all singing and all | | | | are many techniques for overcoming |
| dancing mantra chanting bonanza, then this article | | | | gatekeepers, one of the most successful being |
| is for you. Sales training works best when it is | | | | that of befriending. This means keeping records |
| customised for your specific industry, company or | | | | of their names, interests and effectively making |
| product however basic sales skills training can also | | | | them work for you. Other techniques focussed |
| be effective if done correctly. | | | | on in sales training include following up letters or |
| We can simplify the role of a sales person by | | | | emails and following up when scheduled. |
| defining it as someone who is responsible for | | | | Once the contact has been made the proposition |
| making a proposition to a client. Basic sales training | | | | can take place. The technique focussed on in sales |
| focuses on introducing techniques to make the | | | | training to optimise the effect of the initial |
| most effective proposition to a client. The initial | | | | proposition that can make or break a sales |
| stages of sales training deal with actually | | | | relationship is called psychosomatics. This describes |
| motivating the sales person to pick up the phone | | | | the process of establishing what sort of person |
| and contact the prospective client. | | | | the contact is and the way in which they like to |
| All disciplines of sales have strong routes in | | | | do business. This information can sometimes be |
| product knowledge which leads to belief in the | | | | obtained by maintaining a good relationship with |
| product. A sales person has no problem in making | | | | the gatekeeper. |
| a proposition to a prospective client that they | | | | The psychosomatic profiles dealt with in basic |
| believe in. Knowledge, skill and attitude are | | | | sales training are split into four basic groups |
| essential to success in sales and these can be | | | | named by colour. The reds like to do business |
| instilled in the earliest stages of sales training. | | | | very directly and want all the information |
| Product knowledge does not only cover the | | | | yesterday in a firm and confident tone. The blues |
| technical elements of the proposition but also | | | | like to do business via logic and numbers, so want |
| enables the sales person to identify the unique | | | | to be lead toward the figures and finance with |
| selling points of their proposition which will make | | | | logical points. The yellows are more creative and |
| them stand out from their opposition. This instils | | | | tend to like more elaborate and dynamic sales |
| more confidence and will positively affect their | | | | pitches whilst the greens like to be tentatively |
| attitude to picking up the phone as once they are | | | | lead through the proposition. |
| focussing on the unique selling points there is less | | | | Once the confidence and attitude are in place then |
| chance of rejection. | | | | the psychosomatic techniques learnt in sales |
| Projecting rejection is a common motivational | | | | training can be applied to cater the proposition to |
| problem for sales personnel and many a | | | | the particular client personality. Sales training is not |
| successful sales person has come crashing down | | | | only essential for breaking through the sales |
| due to an attitude problem. Breaking through any | | | | barrier but for effective account management |
| sales barrier is a matter of attitude combined with | | | | and administration, there are many providers of |
| technique. Once the attitude is in place then the | | | | sales training throughout the UK who can offer |
| technique comes into play. | | | | services from basic to custom designed. |
| Gatekeepers are what sales training professionals | | | | |