The last thing that anyone wants to do is remain stagnant with their sales. You aren’t selling more than you usually do and you aren’t selling less. At this point, you’re not sure if there’s something that you need to fix about your sales team, or if there’s something wrong with the market. The chances are that if your sales are stagnant for an extended period of time, there are factors related to both the market and the lack of proficiency in your sales team. With a team of employees who are the ones interacting and selling to customers, you need to make sure that they are trained well and often. If not, the sales start to suffer. A good salesman or saleswoman can sell anyone anything. Your job as a manager or a business owner is to ensure that your sales team are being trained frequently with the exact skills that they need in your industry. Here’s how you can best train your sales teams and take better advantage of their skills.
1. Focus on Role Plays During Training
Though your employees might resent the idea, roleplays are one of the most effective things that you can do during training. R. Charles Viosca once said, “Ultimately, students benefit most when each has the chance to practice the skills, not by simply watching others.” You might think that your employees will learn from a speech and then review their notes and practice on their own. Realistically, however, is that employees learn best by actually doing. This is why affiliate bootcamp has so much success; it focuses on teaching the person how to react rather than telling them. So, in your training have the team role play the situation and practice answering difficult questions that the customer might ask. This will help them be prepared for similar situations that will happen in real life.
2. Prepare Them to Answer the Commonly Asked Questions
The common misconception when employees think about the questions that customers will ask is that there is no way to fully prepare for the things that they ask. The problem with that thinking is that it implies that there are unlimited questions that the customer could ask. But, there’s a very limited number of realistic questions. Have your employees prepare for the realistic questions in depth. Here are some of the most common concerns that the customer could ask:
- I don’t think I’m ready to invest in this now.
- Is this safe for my family?
- I haven’t had any issues with my other provider. Why should I switch?
- I’m currently taken care of.
- How will this benefit me?
Once your sales team prepare for the questions that the customers ask about the industry, they’ll be much more effective bringing in sales to get the business out of a plateau.
3. Remember that Every Conversation is a Battle
Most of the time, customers say that they don’t like it when businessmen are pushy. The thing is that pushy businessmen are the ones who usually get the most sales. If you want to have a successful sales team, teach them to be pushy and to not back down. The best way to teach this is to help them change their mindset about selling. Rather than thinking that they are having a simple conversation, teach them to think of it as a game or a challenge. The customer is playing a role where they try to convince you that they don’t need what you’re selling. In turn, the salesman is trying to win by convincing the customer that they do need the product. Whoever gives in first loses. Practice this idea often with your employees during roleplays so that the ideas engrave themselves into their minds. Then, when they go into the conversations with the customers, backing down means that they lose. Being a good salesman is mostly about having the resolve to be a good salesman. Don’t be afraid to be pushy and determined.
Your sales team holds the key to the future of your business. If you train them well, your business will succeed, and you’ll see improvements. If they aren’t trained right, the business will start to plateau before the sales begin to drop. Make sure that your employees are getting the training and help that they need to do their best.