Technical Sales
You have the product and market knowledge. What you really need is selling skills.
Does your team need help in any of these areas:
Cold calling, Rapport building, Identifying needs, Building desire, Handling objections, Closing, or Following up?
Below are some of the comments we hear all the time …
- ‘Sales training doesn’t work for our people, we are technically based’
- ‘Our people don’t consider themselves to be “sales people” but consultants’
- ‘Sales training is a waste of time for our people; it’s their product knowledge that sells’
- ‘Ours is a specialist field … outsiders couldn’t possibly train us’
- ‘Our people have been selling for so long there is nothing they can learn’
- ‘Our people hate training’
- ‘Our sales team is doing really well … we don’t need any training’
- ‘No external trainer could understand our products, technical side, or sales environment’
Several of Edensilk’s sales trainers come from technical backgrounds, and having been involved in technical selling for many years themselves, they know the reality is that technical sales people need and benefit from sales training more than almost anyone.
Why? Because generally speaking, technical sales people are traditionally a tradesperson, or someone technically trained (like an engineer or IT professional) who has a reasonably outgoing personality that makes them better than most with customers, which evolves into a sales role. Their training (if they receive any at all) is then concentrated on the product, the market, and the procedures of the company, and if they are lucky - a one day sales course here and there.
Thus most people in technical sales suffer the same shortcomings:
- They are not always ‘natural salespeople’ (NB even ‘natural’ sales people in non-technical industries undergo comprehensive and continuous sales training!)
- They don’t have a great understanding of the psychology of people
- They don’t know the principles of selling
- They don’t know how to organise themselves and operate as a business person
Is it any wonder that 80% of sales people are ineffective. Most of them never learned how.
Imagine if your team knew these gems:
- Psychological techniques for gaining the trust of buyers
- How to avoid selling on price
- How to quickly overcome rejection and remain positive and focused
- The only 'closing phrase' they will ever need
- The tone of voice that alone will triple effectiveness in gaining appointments
- One question which alone will halve their average sales cycle
- How to make your offering the only possible choice for the buyer
- How to help buyers retain 12 times more of your message
- How to destroy your competition without 'bagging' them
- How to win the deal even before you have made your presentation
- How to defeat your worst competitor - 'no decision'
- The single answer that will dispense with any and every objection
- Why silence can be golden … when and how to use it
- How to avoid the need for negotiation or discounts
As well as the above, you will want a sales trainer with:
- Experience in technical sales
- Exceptional business acumen
- Ability to relate to and work well with people at all levels
- Qualities of leadership by example
- Experience and creativity to apply principles to your particular circumstances
What you really need is someone to diagnose your situation together with you, and develop an integrated and results oriented sales training programme, so that your team understands truly what their role is within your company; that is to obtain sales and grow the business, which is paramount to the continuing success of any enterprise.
Your sales team is the lifeblood of your organisation; and like every other team, yours needs ongoing rejuvenation and growth.
Edensilk are Business Growth Architects who take an holistic approach to the development of your people and your business. Contact Paul on 08 9271 7661.
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