The Ultimate Sales Training Deception

So many sales trainings focus on the sales process and they shouldn't!

Rather than focusing on the 'sales process', sales people need to be taught how to notice the customer's 'buying process'.

So just how do you notice a customer's buying strategy so that you can sell to them just the way they need to be sold to, in order for them to buy.

This isn't about text book definitions! It's customer centric. It can't be described in a few steps, but it can be described with a set of principles and a foundation of skill.

In 'not so effective' sales training's, you might have come across these steps before:

1. sales lead

2. qualifying the lead

3. find out their needs

4. sell to them

5. close the sale

6. deal transaction

... and you can clearly see that these steps are more about the text book than the customer, so forget about them!

Let me phrase it another way: if salesperson A gets 100 happy customers but doesn't follow a rigid 'sales process' and salesperson B gets 5 happy customers by using a rigid 'sales process' then who's a better salesperson?! Obviously salesperson A and funnily enough in all the sales trainings that I've done, I've never been contracted to teach the team how to stick to the 'sales process' but rather: 'increase the bottom line'.

People that teach the 6 step sales process above think that it's advantageous to standardize the selling process and customer interaction

However, standards also cap progress. Can a student get higher than an A+?

In other words, thanks to that standard, there's no higher than an A+, but there's definitely lower!

Do you want to cap your 'bottom line'? If not, if like me you think that the more money the merrier then be careful with standards.

Sorry for the diversion, let me recap: the sales process should be about noticing and reading a clients verbal and non verbal language so that you can answer the question: 'how do I know what will make this customer buy?'

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If sales training is done wrong, it not only ends in a waste of investment, but also working hours and even loyal customers, so make sure you visit sales training, and sales training uk so that you can make an informed decision.
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