Advanced Sales Training
The idea of formal sales training has been around for a while now. There are so many sales books at the bookstore that will give you a headache. On LinkedIn and YouTube, you may find tens of thousands of free “how to sell” tutorials. A little over a thousand universities provide undergraduate sales degrees.
The majority of sales training courses and materials focus on the foundations of selling, including how to set up sales calls, how to ask open-ended questions, how to address objections, how to persuade, and other techniques. We think you should hire people who are already knowledgeable with sales basics, given the wealth of information accessible about them.
When looking for further sales training for their experienced salespeople to close sales gaps, most firms, however, choose the fundamentals. When seasoned salespeople receive basic sales training, the results are typically dismal. Frustrated, a lot of sales leaders bring in a different vendor for more fundamentals.
The vicious sales skills training solutions circle is simple to predict.
- Are the fundamentals of sales crucial? Yes!
- Is it crucial to go over them? Certainly.
- Do they need to be coached to succeed? Of course, I say.
- Should you spend money on non-industry-specific sales training programs? No, we do not think so.
Why? It’s a time and money waster that yields mediocre outcomes.
Hire salespeople that are well-versed in the fundamentals of sales. Allow front-line sales managers to use sales enablement to strengthen these sales abilities.
Thus, we developed the idea of “advanced sales training.” Does anything similar exist? Yes! Our cutting-edge sales training programs are customised products made just for each customer, and they genuinely work (we have the testimonials to prove it).
What is Advanced Sales Training?
Advanced sales training is similar to advanced training in other fields such as athletics, music, and medicine. Take, for example, the sport of football. Players learn the foundations of football starting in the 5-year-old leagues: positions, ball handling, formation, and basic runs. However, these basic abilities aren’t nearly enough to warrant a berth in the starting lineup on Sundays (or even Friday nights).
You’ll need advanced abilities to handle the many variables in football if you want to become an expert. Players need to remind themselves of the fundamentals constantly. The best athletes, on the other hand, utilize a combination of higher-level abilities and fundamentals to execute the right play at the appropriate time.
How can you turn this into a sophisticated sales strategy?
The pros in football employ a variety of coached strategies to execute in various game conditions. They receive extensive instruction that emphasizes combining a variety of skills and tactics with an eye toward the game’s realities.
Advanced training for sales is very similar. Pearl lemon Sale’s advanced sales training relies on a mix of four sales execution elements:
- Sales knowledge – what you need to know about what you are selling and the people you are trying to sell it to.
- Communication – What are the best ways to communicate what you are trying to convey?
- Sales Skill – Which selling actions and strategies will move the deal forward
- Sales Content – What content do buyers need to hear/see to engage their attention, convince them of value and get them into a ‘buying mood’.
Combining these components with context is the key.
Foundational sales skills are frequently taught in a vacuum. Many sales training programs, for example, are only focused on product expertise. Alternatively, they may just teach how to ask good questions or repeat value assertions. Going back to that football analogy, it’s not enough to memorize a receiver route from the playbook. What counts is practicing how to run that route in the correct game situation. The same is true in advanced sales.
Advanced selling starts with the context and works backwards to ascertain what is necessary for a successful client connection. The context ought to be a particular selling situation, such as the elements of a deal or client encounter that a salesperson must take into account.
The more specific your context, the more value you provide to the salesperson. It’s not enough to teach sales staff how to conduct a discovery meeting with a CFO, for example. More context to the buyer’s situation should be included in your advanced training. The idea is to simulate a real-life scenario. Consider the following:
What is the purpose of the meeting for the seller? In today’s world, sales reps can’t merely ramble on without sharing their point of view in a discovery meeting. The meeting may be beneficial to the seller, but it will be a waste of time for the buyer if this does not occur.
You are correct if you think this sounds like a role-playing exercise. But there is much more to sophisticated selling than that. Advanced sales training teaches salespeople how to apply the right message, behaviour, and substance in particular circumstances. Focusing on typical selling scenarios, teaching the requisite skills, and efficient coaching execution are the objectives of advanced sales training.
It is impossible to emphasize the value of context-based sales training. You’re not just explaining how to carry out a football play. You’re rehearsing how to run the play when it’s 3 and 6. The defence is blitzing out of their nickel personnel package; you are practising how to run the game.
The Big Benefits of Advanced Sales Training
If done correctly, advanced sales training will enable your sales agents to perceive, pivot, and play. It will turn good everyday salespeople into sales superstars.
Advanced sales training does sound “difficult” when compared to basic sales training. But, in today’s market, can a squad of Pee-Wee all-stars actually win? Or do you want to be in charge of a team of top athletes who can produce results?
No single piece of knowledge, expertise, communication, or substance is sufficient in the most complex sales deals. The value for the customer is created by combining these pieces and executing them at the proper time.
This is something that your most experienced, top-performing sales reps do instinctively. The goal is to create a system that will train the entire sales team. The heart of your game-winning system is advanced sales training.
Ready to get started?
Contact us to learn more about how you can use advanced sales training to design your own system utilizing our knowledge and expertise.
Our advanced sales training method will quickly get your sales personnel game-ready, leading to bigger wins for them, bigger wins for the team and ultimately a big bottom line boost for your company.
Advanced Sales Training FAQs
Think of sales training as a workout plan that you’re following. If you’re new to lifting weights, then you’ll probably start with a simple bench press and squat. That’ll work for a while, but as you get stronger, you’ll find that your original lifts aren’t going to cut it anymore. Your strength will plateau, and the higher weights you’ll lift won’t make much of a difference. That’s where advanced lifts come in: to push your strong body harder so that it can grow from the high success it’s already enjoyed.
Advanced sales training programs are those advanced lifts built for salespeople who’ve already mastered the basics of sales. An advanced sales training program will teach you how to use the knowledge, expertise, and skills you already have to turn out more clients in an ever-competitive marketplace.
Your competitors are at the top of their game, using their skills to bring in enormous leads for their companies, and you need to do the same. If you want to up your sales game to compete with the big players in the industry, then learning advanced sales techniques is just the way to do it. The last thing you want is for you and your sales team to reach a plateau. The initial growth of a business is a beautiful thing and something to be proud of, but if you aren’t ready for what’s next, then your business will stagnate, and you’ll be forced to accept its static position in the marketplace. That’s why it’s essential for salespeople who want their company on the up and up to learn the advanced sales techniques that will keep them there.
As a result of this sales training, you’ll find that your business will soar to new heights that it’s never even seen before. You’ll generate not only more leads but better ones, you’ll bring your company from a business to a brand name, and you’ll improve your company’s profitability considerably. You’ll probably also notice a difference in your sales team. They’ll be energetic, motivated, and results-driven workers that have been responsible for your company’s remarkable success thanks to the techniques learned in this training.
We may seem a little overconfident, but that’s only because our team of trainers has done precisely that for countless businesses. They’ve faced multiple hurdles in the industry, but they’ve used their wits and knowledge to create resourceful solutions for their company and their clients. They’re also some of the most passionate salespeople you’ll ever meet, displaying a warm and inviting attitude behind a message of determination for themselves and their teams. They know how to make you better in today’s competitive marketplace, and they’ve proven they can do it too. If you’re interested, book a call with us today.
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If you have any questions, please do get in touch with us! If you’d prefer to speak directly to a consultant, book a call!