How to conduct a sales training walkthrough

Sales training is recommended for each company interested in marketing their products. The frequency of the training is different and depends on the specific situation. For example, for companies in which frequent turnover among sales representatives, the quarterly conduct of training sessions will be optimal.

You will need

Business trainer; Group; a room in which participants can sit in a circle

Instruction manual

1

Start the sales training with a greeting, explain its purpose, give the group information about the practical skills that the training will give them. Do not forget to voice the benefits that each participant will receive. Let this information be expressed in some kind of statistical data taken from the example of the work of colleagues. Do not overdo the numbers; as practice shows, more than 5-6 arithmetic values ​​a person learns poorly. The introductory part of classes should take no more than 5 minutes. This is followed by a warm-up.

2

Spend a motor workout in the morning. Starting a module, for example, after lunch, it is better to give preference to mental warm-up. In another way, this action is called a "business bridge" and is the primary stage of immersion in the topic. In addition to warm-ups, the training provides for mini-lectures in which you give theoretical material. They are followed by exercises to practice a single simple skill. Next - business games, involving the acquisition of a skill consisting of a dozen separate skills.

3

Announce the theme of the first stage to the participants. In sales training, it is called "Contact Start." Explain how important it is to make a favorable impression. Teach you how to do it right. Practice a group skill in a theme game. At the second stage of the training, participants must master the technique of identifying needs. Always use the same knowledge-skills-skills algorithm. Skipping any of its components will lead to failure of the training.

4

Practice the sentence technique. After finding out the wishes of the buyer, we need to recommend something to him. The next step on the part of the client may be objections. Teach participants to listen to these suggestions without interruption or interruption. After the objections are pronounced, the good seller must make corrections in the initial proposal and state it a second time.

5

Train in the last part of the training how to work with customer resistances, as well as with the technique of successful transaction. Do not forget to work out the technique of completing contact. As a rule, sales training ends with an exercise in feedback. Thank the participants, discuss what they liked and what they did not like during the training. Do not succumb to provocations. The main thing is that everything that happens during classes takes place in a calm and friendly atmosphere.

note

If your company often makes changes to the configuration, appearance or functionality of products, be sure to conduct a new sales training with sales representatives.

Useful advice

You can conduct sales training by breaking it into modules. 8-hour classes (this is how much the classical training continues) is not always possible to conduct.

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