The one thing that no one understands when it comes to corporate team building is that most companies expect employees to retain certain things about the company but they do not teach them how to do this. Plus when teaching the employees they are utilizing methods that have not worked for years. If they had, there would not be the need to repeat them over and over.
It is critical to recognize that executives are exceptionally busy. Their priorities keep changing from time to time. If you stop now, there is a good chance that she will forget about you and your solution when she has time. But to avoid this you need to develop a ‘stay-in-touch’ campaign, through emails, voice mails, letters, and cards. Each point of contact should offer something of value and MUST be brief. In corporate sales training you are taught the art of effective persistence and how it helps. Corporate sales training helps you use your client’s maximum time while respecting his packed schedule throughout.
The question of how to overcome objections is a popular topic in any Корпоративные тренинги по продажам. It’s also a subject that can be found in nearly every book written about sales or salespeople. First let’s clear up a couple of things. If you Google this topic you’ll find about a hundred objections and even more ways to overcome objections. In this respect I agree with Jeffrey Gitomer and many others, most objections aren’t real. They’re fluff used to disguise the real objection. There are really only a few real objections.
This questioning will take them to the time and place that their pain occurs and getting out of that place will now be a priority for them. Instead of you selling to these prospective customers the benefits of stocking up on Panadol, they will most likely be telling you how important it is that they have Panadol to hand for those occasions. In other words they will be keener to buy your product than you are to sell it to them. For them it is now a top priority, not because of something you have said but because of a word picture they have painted for themselves which focuses on their pain and now includes your product as a potential solution for that pain.
When you call Mrs. Executive the next week you receive her voice mail. Leaving a message, you promise to follow up shortly. But the following days get you no response and you wonder at her reaction when she arguably liked тренинг по продажам В2В your solution.
Third, the lack of self-confidence: The insecurity that one feels when self-confidence is lacking can be crippling. This breeds tremendous fear. The easiest way to gain confidence is by attaining your power through new knowledge. Once this knowledge translates into superior skills to get the job done, insecurities cease almost always to exist.
Is it possible to obtain a better return on training programs? Absolutely. Looking beyond the training “event” to the recurring sales coaching and practice sessions is critical to leveraging the initial investment. After the sales training program, the real work begins. Changing techniques, modifying behavior and habits, being open to trying your new learnings, will all contribute to you becoming a more productive and efficient sales professional.