If you are not closing leads at a high percentage or business is not growing as quickly as it should - sales training will help!
You have decided you need sales training for your business - Give your sales team the tools for success now and in the future.
Find out a few of the topics we cover in sales training. All programs are custom created for your individual business needs!
Learn More about our sales training program and if we would be a good fit for each other! Or Call (424) 235 - 8704
Sales training is vital for anyone in your office that interacts with clients and potential clients. This does not mean that your staff is given scripted answers or taught to be pushy with potential clients. It is exactly the opposite of that actually. The goal of the sales training program is to create a mindset and give your employees the skills needed to always think about the sale process – and also understand that every interaction with a client they are in the sales process. Businesses should make the most money off of repeat clients – that is the truly ideal business model and the dream of every business owner. The goal is for you to spend money marketing your business and retaining a client - then your awesome customer service and sales focused staff keeps them coming back over and over.
There are keys to success that are true in almost every business – ranging from customer service to product knowledge but by far the most vital part of any business is sales. Without a steady income and converting potential clients into paying clients all other business matters won’t matter. Staff training in all aspects of the business with a sales focused mindset is the key to massive growth and also steady income. Our sales training program for your staff is focused on the keys to success for every business and also a particular focus on your specific business, products and services. This gives your staff the ability to approach every situation with a mindset of turning whatever the situation is into a sale – either short term or long term.
The sales process starts from the minute a potential client is on your website or views your advertisement. That garnered enough interest for them to get in touch with your office. This is where the sales training plays an important role for the success of your practice. Here are a few common things most business owners simply ignore or do not realize.
This is common in every business. Most business owners focus so much time and effort in generating leads that they lose focus on the importance of converting those actual leads. Many business owners we have spoken with know there marketing is working because they “have never been busier.” It is great to be busy but how many leads are being ignored, not nurtured and turned into future business.
Even if you are busier than ever that does not mean you are not wasting money on advertising and also does not mean your business is converting a high majority of leads. The concept of being too busy for most small businesses is absurd and many business owners become relaxed. The startup mentality is important to carry with you from day one and every single day after that.
The cost of not converting leads is not just financial. It can negatively affect your business from numerous avenues you may not be considering. This includes negative word of mouth – if your business ever comes up in front of that person that did not convert, they will share why which can cost your business. Also if they did not convert because of a bad experience, including lack of follow up, that can quickly become a bad review for you online which would be a permanent strike against you online.
Most businesses are not so busy they are refusing new clients which is why it is so very important that your office staff is trained on closing incoming leads. It is vital to the long term success of your practice, the growth and also their jobs as well. We have very specific training programs which have made learning the sales process seamless and effective – it will result in higher conversions of leads and it will increase your bottom line.
This is simple - the quicker you are in touch with a lead, the more likely you will convert the lead. One important note about this statistic is that it shows the importance of getting in touch with leads quickly. We would not realistically expect that all leads would be spoken to within 5 minutes of contacting your practice – however there are measures you can set up to ensure at a minimum they hear from your practice within the first 5 minutes.
There are simple steps you can take to heavily increase your conversion without any extra work for your staff. This is one of many tricks we will teach you and your staff during the sales training program.
This is so common in every business and has to be one of our biggest frustrations with office staff and business owners that allow this to happen. During regular business hours there is never a reason for a phone to ring over 3 times before being answered by a live person. This is part of both the sales training and customer service training and we cannot stress how vital this is. This is such a simple task to achieve and something that can easily be planned out through some small office procedural changes.
Also, if your business is about to send out a newsletter to numerous clients promoting a special or new service, you should have additional staff attending to the phones for the first hour or two after that marketing is sent out. The amount of clients you lose by not answering the phone in a timely manner, after spending so much advertising your business should frustrate you as much as it does us. Likely, you are not aware of it which as the business owner is your own fault. We can do call audits for you, secret shop your practice and call your business at certain times to test how well your staff is doing. After 2 weeks of auditing your practice we can tell you exactly where you need to focus your efforts in reference to converting incoming leads.
This also is tied to our customer service training and as you can see most customer service issues are tied directly to conversion and sales. This statistic is just very important for you to understand. Not answering the phones in a timely manner will make your potential client feel like they are not being treated well. This will lead them to your competitor.
If they set up an appointment and have to wait an excessive amount of time to actually be seen – they will consider that as not being treated well and hence you will lose their repeat business. If they email your business and get no reply – that will lead to a lost sale obviously. The list can go on and on – you want your clients to be treated like they are family, and in turn they will reward you with repeat business and word of mouth business – along with positive reviews online. This all starts with a well trained staff.
This is so avoidable but is true with almost every single business that hires us to review their conversion and train their staff. It usually is an unknown factor by the business owner and typically is so very easy to correct. It is instantly costing you 35% of your marketing dollars/leads and so avoidable.
We have programs in place that will test this out for you weekly and provide a monthly report to you updating you on improvements and any issues that continue. Obviously any serious issues we will address with you immediately so it can be fixed immediately
There are numerous other factors during our sales training program that we cover and also train your staff with. The time commitment for the initial training is minimal because they are such basic concepts. Receptionists and people dealing with clients initially will need more enhanced training, but that varies practice by practice. Overall, the more money you invest in training your employees, the higher the conversion will be for potential clients and the more money your business will make.
Lastly, study after study shows that when employers invest in training for their employees, it creates loyalty and also the employee is much more likely to not look for another job. Turnover is costly and a well trained staff typically has a very low turnover rate and increases your conversion of new clients. Contact us today to learn more about our sales training program and all the other services we offer that can assist your practice.
Our staff sales training programs are custom-made for each business we help. Our main clientele for this has been successfully training med spa staff in sales and closing, law offices (mainly criminal lawyer offices) and plastic surgery offices. The training for smaller companies involves more incoming sales training, focused on closing people that call in or respond to advertisements online. We focus not only on telephone sales but also on in-person upselling. This also includes sales training via email/text which can be the most profitable sales technique you have that is underutilized. We have also worked with some larger corporations assisting them in training their entire sales staff focused much heavier on new client prospecting. Those programs also focus on their direct needs. An important part of the program is evaluating the current sales process and sales staff to figure out your strengths and weaknesses.
As a business owner, there are important things you have to identify to give your salesperson the highest chance of converting leads into actual sales. This is true for med spas, plastic surgery offices, all attorneys that deal directly with consumers, pest control services, and so on. There are a few important steps that you have to have clear answers for before training someone on how to sell the services or products your business offers.
It is important to understand that the more you invest in training your employees early on, as close to the day they are hired, the better that they will perform for you. Investing in the training of your employees in both sales and customer service should be at the top of your to do list if you want significant business growth.
Training your office staff in sales will increase your revenue. It is that simple. We assist with training office staff in sales, salespeople or developing a sales team for your company. If someone interacts with incoming leads or current clients - it is vital they are properly trained.
It might seem like a simple topic, but it’s quite important and not as easy as it sounds. A quick Google search will show you countless examples of businesses that have achieved incredible growth and success by focusing on customer needs. By putting the needs of current and future customers at the heart of your business, you create a culture that encourages staff to build and maintain strong customer relationships. Building rapport is a key part of the sales process. It is a conversation that you have with a customer that shows you understand their situation and what they want from your organization. It is important to build rapport with every customer you speak to, but it is especially crucial during the initial contact.
Building rapport with your potential customers helps you during the sales process because it establishes trust and establishes you as the expert. There are many ways that you can build rapport with your potential customers, but one of the most effective is by asking questions about their needs and wants. This will allow you to understand exactly what they are looking for in a service provider and how you can meet those needs. Another way that you can build rapport with your potential customers is by establishing yourself as an expert in your field. This will assist you greatly when you are going over the services and offering the pricing. At the heart of every business, relationship is trust.
Trust is critical to the sales process and you can establish by understanding in detail their needs and exactly how you can meet them. It is also important to maintain customer relationships once they have decided to use your company. This includes following up to make sure they were happy with the services, staying in touch with them through newsletters and so on. Maintaining trust with your customers is essential for building long-term relationships.
The concept of controlling the conversation is one of the more significant parts of the sales process because it allows you to control the flow of information. You can control what information is given to your customer and how they receive it. This will allow you to guide them through the sales process and help them make a decision that is in their best interest. It also allows you to control how much information they receive at any given time, which will help prevent overwhelming them with too much information at once. The most important part of learning how to control the conversation is it allows you to keep the potential client talking and answering your questions. This tactic allows them to sell themselves, by telling you what they need, why they need it and specifically why they are calling your business. You can do this by asking open-ended questions, which will allow the potential client to tell you about themselves and their needs in greater detail. By doing this you will get a better idea of what their goals are and what you can do to help them achieve those goals.
During the sales process, it is normal for potential clients to have questions or concerns. While it is important to address these issues early on in the process, it is also important to learn how to handle them better in the long term. By handling objections or rejections properly, sales professionals can close more deals and deliver better service to their clients. It is important to know how to handle objections or rejections to improve client satisfaction and retain business. By handling objections or rejections properly, sales professionals can close more deals and deliver better service to their clients. It is important to know how to handle objections or rejections to improve client satisfaction and retain business.
Our training spends a lot of time on how to turn rejections or objections into positive parts of the sales process that will assist in closing the deal. There are many different types of objections or rejections that sales professionals face. The most common ones include price, timing, and product. Price is one of the most common objections or rejections that sales professionals face. It is important to know how to handle this objection in a way that will not offend the client but still get them to buy your product or service at the target pricing you have. The timing of purchase, the expected results, and online reviews are all possible objections your salesperson will have to face and be able to confidently and easily address. Training makes all the difference in the world.
Competition is important to evaluate because it can help you understand what your client is looking for and also fully understand what they have already been told. By knowing your competition and thoroughly researching them, you can know their positives and negatives. A good salesperson can use the negatives of that company as a positive sales tactic - without bashing the other company. Bashing another company is never good in sales and rarely works. Understanding the positives of your competition also assists you in the sales process by being able to share how you have those same services, but more. It can also help you understand how to differentiate yourself from the competition. Understanding the trends in your industry is important because it allows you to monitor and analyze your performance and help your team identify areas of improvement and future sales questions that customers will ask. A thorough understanding of the top trends in your industry can help you identify which areas of your business are most vulnerable to change and give you the information you need to proactively address those issues. Understanding how your customers are using your solution and what they are asking for can help you build better products and increase customer satisfaction. This allows you to both better your business and increases your sales process.
We highly recommend if you have not already done so get a full competitor analysis. The vast amount of information you get combined with the increase in sales makes it one of the better investments in your business that you can make.
The questions you ask your customers will help you understand their needs and how to best meet those needs. Asking the right questions is a skill that takes time to develop but it is one of the most important skills in sales. It is also one of the most important life skills. Asking questions allows you to better understand what people are thinking and feeling and helps you build stronger relationships with them. It also allows you to get more information about your customer's needs so that you can better meet those needs.
Asking questions also helps you identify areas of improvement for your business so that you can make changes before your competition does. Asking questions helps you better understand the specific customer you are dealing with. Understanding your customer's needs allows you to better meet those needs, which leads to happier customers, which leads to more sales, which leads to more money for your business! If there is one thing that we have learned from our years in sales it is that happy customers buy from people they like and trust, not necessarily the cheapest option or the fastest option. By asking questions and better understanding your customer you are making the sales process easier because you now know what the customer is thinking and how they want to be sold. You can now focus on the solution they are seeking and not on the problem they are trying to solve.
Knowing your customer inside and out will help you create a better experience for your customer. It keeps you ahead of the curve and makes your customers feel more comfortable with their purchase and heavily increases the chances of them purchasing from you now and in the future. This is not a simple part of sales but when trained properly can generate huge increases in your business's revenue.
When you are in a conversation with someone, whether it is a sales call or a conversation with a potential client, you are trying to get the person to like you. You want them to trust you, and respect what you have to say. The best way to accomplish those goals is through good listening skills. Asking the right questions, and understanding what the customer is saying will help improve your ability to listen. Listening also helps build rapport with your customer and can allow for better conversations and more open conversations which will lead to better sales results.
A key part of being able to listen effectively is hearing what the person is saying and not just listening for what you want them to say. When we have something we want from someone else, we tend to listen for what we want and miss everything else that person has said. This leads a typical salesperson to jump at the moment they mention one of the sales points they are hoping to make, which then reverts the conversation from the customer back to the salesperson. It is important to be able to listen to all they have to say and from their use what they said as a way to close them. By really listening and hearing everything they say instead of just waiting for our chance to respond we allow ourselves more time in the sales process and more chances for them to explain to you exactly what will close the deal for them.
Effectively listening gives a good salesperson the ability to diagnose what the customer's issues have been in the past, what they are looking for and exactly what will get them to purchase instead of continue shopping. Listening and remembering what the potential customer says is a skill that is easy to teach - but being able to turn that into an actionable item to use in the close requires training and practice. By improving our listening skills we can increase our chances of closing more sales while simultaneously making the customer feel valued - which increases the chance of them being repeat clients.
Identifying sales leads is the first step in the sales process. It is the job of the salesperson to identify potential new customers but equally important for your business to produce good quality incoming leads. Identifying potential new customers takes time and effort and is an important part of success. This is completely dependent on your specific business though. For some companies that are more business to consumer - you will rely much more on marketing efforts to generate incoming leads. A salesperson's job in that scenario will be closing those leads - but also following up and nurturing those leads over time.
Often, leads will not close on the first phone call or email - so a well-trained salesperson will fully understand that and have methods to follow up with them to get them to finally make a purchase. Lead nurturing is an important part of sales training and makes all the difference when it comes to conversion. This also helps strengthen the pipeline of the salesperson enabling them to close more deals more often. Lead nurturing is a process of following up with a lead to ensure they are still interested in the product or service. It is not just about the first phone call or email - it is about making sure that they are still interested in the product or service. It can be as simple as sending an email to let them know that you have their contact details and to make sure that you have not forgotten about them.
Lead nurturing works by following up with the customer who has shown interest in your product or service. This can be done through phone calls, emails, SMS messages, social media updates etc. The aim of these follow-ups is twofold: 1) To keep the customer engaged with you so they do not forget about your product or service 2) To ensure they purchase from you when they eventually decide to buy. There are many different ways of doing this - but your business needs to have a process in place for this and your salesperson needs to be trained on how best to do it. If you want more leads - then there needs to be more than just one follow-up message sent out at any one time.
Prioritizing sales leads is an important part of the sales process because it helps you to focus on the most promising leads. It is also a very important step in the sales process because it allows you to prioritize your time and resources. If you have a lot of leads, then prioritizing them will allow you to spend more time on those that are most likely to convert into customers. The better your salesperson is at prioritizing their leads, the more likely they are to convert into customers. It is important to have a great CRM and develop a detailed method on how you prioritize leads. It is important to not only focus on the great leads but of course, more time should be invested in the leads which are most likely going to close sooner. A Sales Pipeline is a list of all the people that have expressed interest in your product or service and who have been contacted by the salesperson. It is used by companies to track their progress in closing deals with these people and can be used as a guide for how much effort each person needs from their salesperson before they will become a customer. The pipeline can be used for both new business and existing business so it can help with both new business development and existing business development. Properly trained, a salesperson can have a very full pipeline and have a certain procedure set in place to follow up frequently with all of the leads.
Having good sales skills is a great way to increase your chances of getting a sale. It can also help you learn about what to do and not to do when making a sales pitch. The more you practice, the better you will become at selling and the easier it will be for you to sell your product or service.
Salespeople have to practice developing their skills so that they can close more deals and make more money. Many benefits come with having salespeople practice often. The first benefit is that it gives the salesperson a chance to become more efficient when it comes to making presentations. If you have been practicing regularly then you will find that your presentation skills are getting better and better each time you make one, which means that you will be able to close more deals and make more money as a result.
Practicing needs to be alone but also occasionally they should practice pitching with other salespeople. This environment is sometimes nerve-racking for a salesperson because they are worried about messing up in front of a peer or their boss- but it is the most effective training method there is when training a salesperson. Another benefit of salespeople practicing is that it helps them to become more confident, improve their communication skills and become more persuasive and better at closing deals. One last major benefit is when you have two salespeople practicing their pitches with each other, they will learn from each other what is and is not working, bettering both of their pitches.
As the old saying goes, practice makes perfect and it is very accurate with sales!
One of the biggest struggles salespeople have is closing deals, but it should be the easiest of all the tasks if done properly. The typical salesperson is afraid to close usually because they are afraid of that answer they do not want to hear. Closing starts the minute you start a conversation with a prospective client and never ends - because they will be life long clients if you close the right way and treat them properly. We are experts at training how to close deals and convert interested potential clients into paying clients.
Closing deals for a salesperson is not all about the money, it is about winning. The money is nice of course and the success is great but the adrenaline from closing deals is something that never gets old for a true salesperson. There are many ways that you can improve the closing skills of your sales personnel. To effectively close sales, you will want your closing to be as smooth as possible and continuous throughout the entire process. The closer the interaction between buyer and seller, the better off both parties will be. Therefore, salespeople must have the skills necessary to close a deal. Skills such as closing, active listening, time management, document management, negotiation, and more can be improved when you hire us to train your sales team! The best salespeople know how to lead with confidence and authority. They know how to interact with prospects and customers. They know how to sell.
We are experts at accomplishing those goals and setting your team up for success now and in the future.
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