Sales training methods all have varying levels of success in the sales world. While sales training consultants and sales training articles debate on methods, behaviors, and appearance, the important laws of sales success will get results. These seven irrefutable laws of sales success will get results, and should be in the forefront of your efforts in all phases of your business developments.
Law 1 – Find Your Customers
Sales training speakers preach that you must find your customers. In the first way of seeing this sales law, the process involves identifying who your customers are. Make sure you know and understand what your target market(s) are for your products or services offered.
Once you are aware of your target audience, you will be much better prepared at finding them. As seen in the second law, you must be aware of this in order to be able to market to them.
Law 2 – Devoted Marketing
Examine your resources, from your sales team training to your personal efforts in marketing, as applicable. Foster these resources into smart and directed marketing campaigns to get what you are selling to your target audience.
Observe sales training articles, which offer a great deal of information on cutting-edge marketing environments. Viral marketing methods, such as social networking communities and forums, are a potential source of business. Opportunities like these offer marketing opportunities for free, and great options for paid advertising.
Chicago sales trainers and sales management consultants from around the world agree that sales marketing must be committed. You and your team should be devoted to reaching your target audience by utilizing the wealth of opportunities available.
Law 3 – Understanding You and the Competition
Sales and marketing training experts agree that understanding is paramount in sales. As seen in a sales training article from Applied Product Marketing: “It is vital that your sales team understands the context of your business and the market in which you operate.” Understanding your services or products, in addition the role you play in the market and in the competition is crucial.
Understanding your products and services, and additionally your goals, are key in business sales training methods that are successful. If you want your customers to trust in what you are selling, you must know and understand what it does for the customer. Likewise, any service of product offered, should represent the business’s goals and direction. The customer needs to know how you are directing your products and services to customers’ needs on a much larger basis.
Sales training articles have also begun to realize how understanding the competition can provide sales success. This is no surprise, however, as interested customers will be comparing your services and products from the competition. Your role is to understand the advantages and disadvantages that you and the competition offer. Play to your strengths without putting down the competition.
Law 4 – Ask Questions First
Many conventional methods in business sales training setting simply do not provide sales success. A car salesman won’t understand what a potential customer is looking for if a product is presented first, without questions. Conventional selling methods attempt to present products and services without connecting to the customer. This occurs by asking questions.
This dynamic is seen in a business sales training method called consultative sales. Consultative sales builds a relationship and gains insight into the customer’s needs. Once this occurs, the consumer will be much more likely to find interest in what is being offered if it fits this need. This dynamic is seen in the next law.
Sales success is found in asking questions first. By building a positive relationship with the customer and by obtaining information about his or her needs, you be in a much better position to help the customer. This enables you to connect better with the customer, thus increasing your chances at sales success. However, it begins with asking questions first.
Law 5 – Customize the Offer
In the sales and marketing training methods in which consultative sales thrive, information is acquired from the customer to gain insight regarding his or her needs. Once this occurs, you are able to offer a customized service or product to the customer.
Convention methods of selling undermine the relationship in the sales process. With the motivational sales training methods of consultative sales, the customer is not blindly offered a product without identification of the customer’s needs. Thus, with consultative sales, the salesperson is able to offer something distinct with may satisfy the customer’s needs.
Once you obtain what the customer is looking for: offer suggestions. Make every attempt to help the customer satisfy these needs with your products or services. If it doesn’t work, obtain more information and try again in order to succeed in a potential sale.
Law 6 – Obtain More Leads
Sales training articles have widely observed the most successful sales endeavors having the most amounts of leads. If you expect to find success with your potential customers, it is only logical that you need more of them.
Using devoted marketing sales training techniques and your understanding of your target market, keep searching for more customers. As you search and find more customers you will be able to grow your business efforts and find increased sales success.
Law 7 – Use Resources Wisely
Sales coaching institutes will help you identify your marketing budget, sales team training methods, and additional resources available to you. However, it is important to consider all resources that you have.
For obtaining sales success, indeed a large part of this is found in budgets and applicable employees. Foster these resources into potential sales success with proper use. Make smart decisions by placing your marketing budget in the right places according to your target market; utilize your staff to search relevant social communities and forums to connect to potential customers in your market for free.
One area in which sales training articles and consultants tend to forget is in regards to other resources. In order to truly find sales success, utilize all resources you have. Many salespeople are often surprised to find a number of colleagues, friends, family members, and customers who are willing to offer leads, services, and valuable information. Utilize the full spectrum of your resources to obtain the sales success you desire.
About the Author:
Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client. He is available to speak on these topics.
Permission is granted to reprint this article in print or on your web site as long as the paragraph above is included and contact information is provided.
Copyright 2008 The Sales Coaching Institute, Inc.
Sales Skills Training Strategic Sales Coaching
Doug Dvorak, CEO of DMG International, is the Author of the forthcoming book “Build Your Own Brand” (Pelican, 2009)