Many
companies do not really care about the competence of their
salespeople. In fact, some companies hold all-year recruitment
drives with the main objective of obtaining as many contacts they
can get from their newly recruited salespeople before they moving on
to other companies.---
This practice is especially prevalent in network
marketing companies where staff turnover rate is notably high.
Unless the companies are able to generate and retain new
sales leads from the constant recruitment drives, their sales
results are bound to reach the pit bottom very soon. However, the
main problem lies with the fact that most of the salespeople bring
along with them a common pool of contacts to whichever products or
companies that they are representing This would, to certain extent,
reduces the expected level of loyalty from whatever new contacts the
companies are trying to maintain. The blame could be placed on
companies, who are often unwilling to invest in personnel training
to enhance the sales techniques and skills of their sales
representatives. These companies would usually seek out experienced
sales personnel and impart a minimum set of selling skills
sufficient for them to call on their contacts.
When these contacts are exhausted, the company will start the
recruitment drive again.
So,
are you someone who is constantly job-hopping from one company to
another? Is your company spending large amount of money on an
all-year recruitment drive? If you answer ‘yes’ to any of the
two questions, this revelation of sales techniques and selling skill
is for you!!! It does not matter if your are new to the sales line,
are already in the sales line, or are planning to go into a selling
spree, you will definitely need the knowledge of selling skills and
sales training to boost your sales results to the MAXIMUM!
One
common question:
Does
doing sales require different skills and techniques?
Answer:
It
depends on what range of products and services that you are selling!
Products can be at the higher end, costing approximately 10% and
above of an average person’s income, ranging from a few hundreds
dollars to thousands of dollars. On the other hand, the products can
be at the lower end, where it is affordable to most buyers. In
addition, there is also a difference between bulk buying or buying
in small quantities. Simply put, retail selling is very different
from wholesaling!!
But
fear not! No matter which product range you are dealing with, there
are still fundamental principles to follow, and a variety of
techniques to suit all types of sales circumstances. The main
principles of prospecting, handling objections, selling skill and
closing skill still hold and will not differ extensively for most
sales circumstances.
The
sales training and selling skills that will be revealed in my
electronic book will show you the know-hows, the principles and the
matters to take care of when closing a deal. More importantly, I
will reveal to you the highly successful techniques that not even
the top salespeople, your colleagues or even your sales team will
disclose to you completely. Remember, no one loves creating
competitors for himself. It’s every man for his own!!
Do
you think spending thousands of dollars to learn the selling skill
in a seminar is worthwhile? Think again!! Why do some people spend
thousands of dollars on sales courses? Yes, you can be part of them
if you can afford it, provided your turnover from your sales income
is worthwhile for you to do it.
I
have a friend, David, an insurance agent, who has a fervent penchant
for continual learning. After attending numerous courses that had
cost him thousands of dollars, he came to the realization that all
these courses taught him the same thing – motivation, rather than
critical asset of imparting sales techniques and selling skills
which form the core for any sales personnel to put into practice and
to be successful.
This
is what he has to say to all the sales personnel out there:
“Master
the principles of sales techniques and selling skills, follow the
rules and principles and put them into practice. These will reap
better results than attending courses and learning the motivation
theory. There are tons of people out there whom I know are still
attending the same courses or seminars. This is not because they are
failures but because they do not put them into practice.”
David
Wong
So,
back to the question – Do seminars really help?
Attending
seminars on sales training can be beneficial in increasing your
knowledge of the selling skills, but it can, at the same time,
easily set you back an amount from a few hundreds to a few thousands
dollars. Some seminars can be very useful as they cover a large
ground and provide very detailed pointers. Others, however, might
provide only very surfaced pointers, some superficial guidance on
mental preparation and the bulk of the time on motivation theories.
Yes! It would be fun to attend all of these seminars on sales
training, provided your company is willing to conduct them for their
sales personnel. However, the insurance companies usually conduct
these seminars for their agents. If you are not in the insurance
line, some of these sales techniques might not find their way to
your awareness.
Some
of those invited speakers are renowned sales experts who are paid to
share their sales experience with their audiences. Some companies
would even invite their top agents or sales personnel to share their
success stories with their peers. Nevertheless, these people might
not disclose every successful trait to their fellow audiences. The
reason is simple – they do not get any benefits out of creating
their own competitors over time! On the other hand, some are just
plain good speakers who are being paid to learn their scripts and
read them to the audiences. No doubt, they can provide all the
laughter that you want for entertainment purposes but they do not
serve the real purpose of attending a sales training seminar.
-
In
short, if you are able to absorb all the sales knowledge from the
seminars and put them into practice, you will be well on the way to
becoming a very professional sales person! But do not forget, before
you are able to reach this stage, you would have easily spent over
half a million dollars gathering all the sales training and
knowledge that you need. In addition, you would be spending next few
years trying to absorb the knowledge, and learning to put it into
practice. However, in this realistic world of ours, you can fully
expect no one to be willing to impart all the sales techniques and
selling skills to you FREE OF CHARGE!
The
secret they don’t tell
Let’s
be honest. Human beings are selfish. The top salesperson will
not
disclosed their sales tactics to peers selling the same products in
the same company or industry.
They will either leak some tips or leave the rest as
guesswork for you to figure out or disclosed some irrelevant
information just to waste your time and mislead you. Why?
The
answer is very simple. Nobody is stupid enough to create a super
salesperson to compete for the limited market pie. They would only
teach you their hard-earned experience if they get to share your
profits- overriding! This is the usual practice in network marketing
and direct sales company.
High
staff turnover in the sales line is very common. The mere placement
of a job advertisement is not the end to a company’s recruitment
woe. Very few salespersons will stay in the same company for a long
period of time, selling the same products. When they find that they
cannot generate sufficient sales to cover their expenses, they will
job-hop to another company, selling different products. It is not
uncommon to find salesmen selling several products at the same time.
However, these salesmen don’t understand why they can’t sell. It
is not because the market is saturated or everybody already owned
the product. It is because they themselves don’t master the sales
techniques and selling skills that can help them close sales
effectively.
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