No matter what industry or niche your Northampton business operates in, without a great sales team you’re sunk. The problem often is that your sales staff may be good, but are they great? Are they moving with the times, as more sales meetings are conducted virtually instead of in-person, when fears about the global economy are tightening budgets (and wallets) Do they have the 21st century sales skills they need? Did they ever get enough sales training in the first place?
Sales training Northampton from Pearl Lemon Sales will help ensure that you can answer yes to each of the questions above and that your sales team is equipped to do exactly what you need them to; generate more sales and close more deals so that your Northampton business not only survives, but thrives.
Effective sales training Northampton can include anything from developing a sales strategy to overcoming rejection anxieties, keeping motivated on a daily basis, and more.
The idea is for each component of sales training Northampton to help your staff grow and progress, so no one feels like they’ve reached a professional ceiling. Pearl Lemon Sales offers bespoke sales training that is customised based on the needs and pain points of each client, but there are common elements that make our sales training so effective, and set us apart from the rest of the sales training pack.
Here’s a look at some of them
It’s easy for a salesperson to talk over a prospect in their eagerness to discuss the features and benefits of what they’re offering. This is a typical blunder made by many salespeople. And the trouble is that the moment someone suspects you aren’t paying attention, you’ve lost them.
Active listening is the unsung hero of sales. Prospects will drop hints about what they’re thinking, how they’re feeling, and what problems they need fixed throughout the sales cycle. Taking care of these issues can make or break your sale. But if you’re not paying attention, you’ll miss them.
Active listening entails paying attention to what your prospect is saying, comprehending it, and replying with a brief summary of what they’ve said. This not only demonstrates that you’re paying attention and respecting what they’re saying, but it also allows you to focus on the information you need to close the sale.
One of the obstacles to proper listening is getting over-eager and forming a response before the other person has finished speaking. And, of course, you’re shutting out the remainder of what they’re saying as soon as you’re thinking about what they’ve said.
As a part of sales training Northampton offered by Pearl Lemon, we teach salespeople how to make the most of this crucial skill. To ensure that they understand the concepts, and can execute them effectively, we make use of live training, role play and more so that your sales team can put what we teach them into practice, not just learn the theory.
Another crucial component of the sales training Northampton we offer at Pearl Lemon Sales is teaching salespeople to reframe the way they see themselves to better connect with prospects and close more deals. Instead of acting like just another salesperson, we show students how to become the empathetic problem solver prospects are really looking for.
It’s a good bet that robots won’t be taking over your sales positions anytime soon. Working in sales demands ongoing problem-solving, empathy, and the capacity to think quickly and act appropriately. To instill these qualities in your team, they must develop a problem-solving mindset, which can be enabled with good sales training Northampton.
This one begins with empathy, or viewing the world through your prospect’s eyes. Listening only goes so far, and you should always assume that the problem your prospect expresses isn’t the real one they’re trying to solve.
Great salespeople go above and beyond to solve their customers’ problems by identifying issues that they are unaware of. Problems they did not even realise they might have, and, eventually of course, how their products and services can solve them.
For some salespeople this may mean making a big change to the way they sell, for others it may involve just a few tweaks to their current style. Another big advantage of sales training Northampton with Pearl Lemon Sales is that our sales trainers are experienced and confident enough that they don’t need to work to a script, or a set curriculum, and that they can change the way they teach according to the needs of each individual participant, and they can do so on the fly.
Cold selling can be hugely effective for salespeople in all kinds of industries, but often salespeople are too afraid to tackle cold selling often enough to make it a factor in their own – and their company’s – success.
And we get it. It’s not something most people generally like to do, to call or contact strangers and ask them to buy something they are selling. When you’re thrown into an unpredictable situation, fear is natural. Taking the time to teach your salespeople how to deal with fear will make them more confident, friendlier, and successful.
Our sales training Northampton specifically addresses those fears – especially the fear of rejection – and shows – not tells, shows – salespeople how to overcome them. Here again, we make heavy use of live training, with our sales trainers actively working with your sales team as they work through live cold call scenarios.
We’ve covered just a portion of what our sales training Northampton can offer to your business. If you contact us, we can tell you about a lot more, while also discussing how we can tailor the training specifically to your needs and concerns, as well as your industry and sales team.