Developing sales skills in a small business is particularly challenging.
Open courses are often too generic to be of any value and don’t take account of the specific objectives of your business. The result – people default to the same habits as before the training and you, as the Business Owner, remain frustrated that nothing has changed and your budget was wasted!
I know what it takes to make a sustainable change.
Effective sales training …
Lines up with your business objectives
Relates to your specific business world.
Uses relevant scenarios and exercises.
Is bitesize and then applied immediately back in ‘the day job’.
Builds skills and confidence over time through practice, reviews and sharing what really works.
Is measurable and economical with both your time and your money.
My approach combines all of this. I’ve come up with a smart way to develop your sales experts and train the rest of the team to deliver a joined-up sales experience for your customers.
These are the people in your team whose sole job is to find and develop business. You recruited them into the role based on their ready-made experience and sales skills but they haven’t yet lived up to the promise. You are struggling to understand what help they need to achieve their sales objectives.
Within a small business sales can be won or lost by the words or actions of any team member – not just by the salesperson. Every conversation with a prospect or customer is an opportunity to develop the relationship and build a need. When your team is tuned into these conversations new opportunities arise – and, with some skill, turned into sales.
From the first point of contact prospective customers are already in the buying cycle.