The purpose of sales training services is to teach sales executives how to achieve measurable and consistent results while interacting with prospective clients by improving their skills and knowledge of the sales process. Simply put, good sales training will shorten the sales cycle, increase sales volume, improve sales efficiency and boost profitability.
In today’s economy, every industry is competitive. Whether you offer accounting services or sell premium products, being able to sell to your ideal customer and convert prospective clients is essential to business success.
Your prospective customers are being bombarded with sales pitches by your competition. So, how can you stand out and differentiate yourself so that yours is the voice they hear and respond to? This is where sales training can give your team a competitive advantage in knowing how to properly identify their ideal customer profile, determine which decision-makers to pursue, how to align their sales process with their buying cycle, what messaging and communication platforms will work best for each prospect, and what a proper sales cadence should look like.
Identify Areas for Improvement
In a changing world, sales techniques that worked in the past may not work today. Sales training has to constantly evolve and continue to identify areas of your sales process that will benefit from strengthening, ensuring that the sales tools your team uses are properly honed and that they align with current market conditions to positively impact sales.
RCG Workgroup employs the ADDIE model of instructional design (Analysis, Design, Development, Implementation, and Evaluation). This process enables us to work with our clients to customize a plan to analyze their sales process for areas of weakness, design, and develop a training solution to improve upon those weaknesses, reinforce strengths, and ultimately implement an improved go to market strategy. At RCG, our training also includes ongoing evaluations at intervals of 30, 60, and 90 days following the conclusion of content delivery to ensure that the lessons taught are lessons learned.
Sales training services can also help amplify your interactions with customers. A common reason many sales teams fail to convert leads is that they are not able to make memorable connections. When interacting with prospective clients, creating a positive impression is important. This is where RCG emphasizes that salespeople infuse storytelling into their presentations. Stating lots of statistics may seem like a good idea, but your audience only has a 5% likelihood of remembering just facts. However, when you communicate those facts in a story, the retention rate increases to 63%. Storytelling is far more memorable than reciting facts and statistics, and when done correctly, it can help improve interaction and create meaningful experiences.
The more trust a prospective client or customer has in you and your company, the more likely they are to purchase. Trust is not a gimmick and it is not something that can occur instantly. Too many salespeople mistake rapport, which can be established quickly with trust, which can only be built over time. At RCG we demonstrate in our training how to build trust over time with a prospective customer so that when they are ready to buy, they think of you first.
By taking their time to create meaningful relationships based on trust, sellers can significantly increase conversion rates and ensure that customers keep coming back long-term. After all, an order isn’t an order until it’s a reorder.
Reduce the Amount of Wasted Time
There are times when sales volume may not be the biggest concern to a sales manager. In some instances, sales teams are simply inefficient, wasting massive amounts of time pursuing prospects who do not align with their ideal customer profile and who are not in a position to make buying decisions. Or, squandering leads because salespeople give up too easily. At RCG, we emphasize working smarter by properly researching your prospects before engaging in outreach and tenaciously pursuing leads until you get a definitive yes or no.
Contact RCG Workgroup for Professional Sales Training
RCG Workgroup offers professional sales training services to help your sales team convert more leads. To learn more about our services and how our experienced and professional team can help you, reach out to us today via phone or email.