How to Train Sales People - Help appreciated

Sales Management and Leadership Forum

#11 -

Gold Calling
Quote:
Originally Posted by jdedwa11
Product knowledge is good yet useless if one doesn't fully understand the end result the products provide.

So, I would recommend focusing on training:

1. The "end results" provided by the products
2. How to identify and prospect for folks that are looking for those "end results".
3. The scripts and word tracks necessary to qualify for pain, budget and decision making.

And then,

4. Train for product knowledge.

A person won't need to know much about the product until they get through steps 1 -3. That is unless you teach your salespeople to TELL vs SELL.
Excellent.

If you replace "end results" with BENEFIT ... as another way to say the same thing ... you can see how this top quality advice fits your own language - no matter what words you use, this is sharp indeed.

Selling isn't telling.

In case there is any confusion about this;

How to identify and prospect for folks that are looking for those "end results".

Asking questions/probes is the key ... with listening being the next most important skill (after knowing what type of question to ask and why).
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