You can make any average salesperson into a good one if you can train salespeople for success. Or you can even turn anyone with no prior sales experience into one of your best salespeople — all it takes is the right attention and training. And you don’t have to complicate the sales training process. If your salespeople have what it takes to learn and improve, then you can train them the “must-know” basics.
Closing takes practice and a lot of role-playing if salespeople want to get good quick. Success doesn’t happen overnight. There’s always room for improvement because not every phone call is the same. The first lead might not have the same problems as the next one. You can never assume that all lives are the same. That’s why you need to train salespeople to become experts in dealing with all sorts of leads.
With the right mindset, salespeople will always stay hungry no matter how many mistakes they’ve made. If they can adapt to your company’s culture, they’ll motivate themselves to become highly efficient salespeople. They’ll have an observation of what it’ll take them to achieve every sales process by learning from other top performers. Make sure your sales team is up for the challenge of becoming better versions of themselves.
Here are 5 different methods to train salespeople and make them achieve the impossible:
You hired salespeople because you need help with closing sales. You’re a busy person yourself, and you don’t have all the focus on sales. But if you don’t focus on sales, how will you get more clients for your business? That’s why you must train salespeople enough to trust them in handling all sales while you do what you do best.
Being a resourceful person helps a lot with every sales role. If your sales team is resourceful, you’ll gain the confidence to rely on them for most sales decisions. Wouldn’t that be great? You can train them to become more independent. You won’t have to worry about holding their hand through every process. They’ll get it somehow without your input and presence.
The best salespeople know how to figure things out on their own. They may face difficult situations or time pressure without any guidance. Resourcefulness is a great skill to develop, and it’ll help maximize productivity. It’s in their best interest to win. And if your salespeople lack this, they likely have a lazy mentality.
To become resourceful means that salespeople will have to go through impossible situations and still succeed from it. If they don’t complain and are capable of solving different situations, resourcefulness is in their strengths. Being an optimistic problem-solver shows that your salespeople care about becoming better salespeople.
When you see a new lead, how fast are you at responding to them? Does it happen right away or a few hours later? Or even the next day? Leads turn cold quickly. And once you lose the opportunity when the lead was warm, it’ll be harder to close them in doing business with you. That’s why it’s crucial to have salespeople act quick.
Your sales team should have a sense of urgency when new inquiries are coming in. What would you do if the business you’re trying to reach is unresponsive? You might forget to call them at another time or never bother trying again. Or worse, you might assume they’re not open for business. 92% of all customer interactions happen over the phone. It’ll be a shame to lose sales by not acting quick enough.
You can test your salespeople on how fast they can respond. Do they follow up too? Are they sending out emails when necessary? Be sure they’re not missing out on any sales opportunities. When there’s a delay in delivery, people might change their mind about your business. Leads may reconsider buying from you if your team doesn’t move forward on getting to their needs. Decisions could happen faster once people get the right information they need. And top salespeople are always the ones to get things done on time. If someone wants more sales, they’ll be quick to respond to as many as they can.
Some of your salespeople will succeed more than others. Some will have to work even harder than others. Regardless of where your salespeople are at in their careers, you should have the top performers train salespeople who need help. There is always someone who would appreciate more guidance. And you’ll appreciate your sales team for working with each other to become something better.
Not all salespeople have the same sales background. There could be some who haven’t had their first sale yet. Some people might know more about your industry than others. They might know what it’s like to deal with specific clients and how to handle every objection. And your goal is to get everyone on the same page. If you don’t have time to train everyone to be at the same level of knowledge and skill, you can get the top performers to take care of that for you. There’s always someone who needs help, and you might not always be there to support them.
“Given these statistics, it may not be surprising that only 7% of selfish isolators have received a promotion in the last year. About 40% of each of the other three groups received a promotion. So if you’re not giving at work, you’re not going to be getting a promotion either.” — Shawn Achor, author of Big Potential
When you train people to work together, your team will create better results. They can share what’s been working for them — all the tips, tricks, and advice for winning sales. When there’s support coming from fellow sales team members, it builds a better bond and confidence in one another.
Most people have a terrible impression of salespeople nowadays. We’re used to the pressure and constant follow-ups. It gets annoying, and the sale rarely succeeds. It’s hard to give in when salespeople keep talking about how great their company is and why we should choose them. Don’t you wish they would pay more attention and get you what you need?
When your salespeople are closing, your client should feel good about buying your products or services. They should thank you for being the solution to their problems. The only way you’ll know what their problems are is if your salespeople do a good job listening over the phone.
You can’t help someone without listening and understanding what their needs are. Most leads are willing to share with you their problems and what they’re struggling with. They need to talk to someone before they make their decision. Your salespeople should learn to talk less and ask questions instead. They should ask smart questions that’ll prove they’re listening and getting more clarification on what the lead is looking for. The more information they can get out of the phone call, the better you can serve your clients.
The most effective salespeople on your team are the ones who have the mindset to help people. If they’re focusing on closing the sale instead of helping the lead, then chances are they lost the lead. Instead of talking about your features and benefits, they should sound genuine and explain how your business can add value to their lives.
Whether people in your sales team are good at closing or not, it all depends on one’s attitude. Success reflects on the way people behave. The most significant difference between salespeople is how they treat their failures and mistakes. Great salespeople will approach their goals with an ownership mindset.
Salespeople who can own up to what they’re responsible for are likely to succeed. Whether something was their wrongdoing or not, they accept that it’s still their responsibility. Things are under their control, and they’re willing to be at fault.
This is a psychological concept called locus of control. It’s when the power lies inside of you and not outside of you. Your internal power will tie in with your success in the workplace and create better outcomes. And this area may be harder to train because it depends on one’s personality. It’s better to confess and own up to everything. Several questions they can ask themselves are:
Salespeople should focus on what they can control — attitude and effort. There’s no doubt that sometimes rejections and losses will happen. The best way to handle failures is to own up to what might’ve gone wrong during the sales process. Your sales team can learn from past mistakes and avoid them from happening again. And great salespeople should communicate when things get tough. They shouldn’t let fear stop them because it may harm their future efforts. They should fail faster and more often so they’ll get closer to succeeding in their next sales opportunity.
To make your team achieve the impossible, we've listed out 5 different methods to train salespeople. Any salesperson can become more successful when they receive the right training. But they also have to have the right mindset and attitude to keep learning. Keeping up with communication and working as a team helps to be on the same page. When everyone is learning from one another, you’ll see a significant impact on the results. If you’re looking for more salespeople who understand these methods, you can find the right sales pros here.