What Employees Are Needing In Sales Training

By John Read

New business development is the act of developing a person in the act of sales. Sales, which can be done individually or as part of a team, is where a person sells a goods or service to a buyer. It is usually thought that selling is the same as marketing but there is a distinct difference - marketing exists to endorse a product by making it attractive to a potential customer and, through this, may inactively produce a sale. On the other hand, a sales person actively speaks with a potential customer, demonstrating directly how their product or service can help the customer by providing them tailored information. The best sales agent is someone who works together with their customer and works to solve the customer's wants and goals with the item or service to be sold.

Sales is an important part of contemporary work models. Not only does the sales person sell a corporate product or service, they also act to generate unique corporate prospects and generate buyers for their business, thereby sustaining and developing their company's customer base and reputation. Sales is often the community face of a business so it necessary that correct sales training is provided to the sales person so that they can excel in their selling role but also know how to be the best believer possible for the product and the business.

There is a range of approaches a company can use to connect with their client. Direct sales - where the business interacts directly with their client - is probably the most recognized. The most familiar direct selling approaches are door-to-door selling and telemarketing; in both cases the company directly connects with the buyer at home or at their place of business to advise them about the product. Another way of direct selling is 'consultative selling' whereby the business interacts directly with the buyer but first starts by asking the client about what products or services they require and developing solutions in consultation with the buyer. Businesses also traditionally sell products through retailers - so called 'middle men' - and through mail order, while the rise of the net has given companies a new medium in which to connect with future clients. As can be seen, there is a large variety in the way companies contact, connect and potentially sell to a buyer, which has increased the importance of new business development.

New business development concentrates on the variety of methods a sales person can use when directly talking with the client, so integral in these days of direct selling. Although there are a variety of particular methodologies tailored for different varieties of selling, the main thought behind outstanding sales practice is five-fold: analyze a customer's needs, offer solutions to the client, discuss the benefits of the item, overcome any objections the buyer may have and close the sale. This methodology can sometimes be shortened to a three-part methodology: discover the customer, present to the customer and finish the sale.

Sales training classes are extensively available with many training institutions and specialist companies offering classes that you can take in person or via correspondence or the internet. Many large companies have also developed their own in-house sales development programs. There are also a plethora of books available on the subject.

Good sales development will always highlight the need to ask buyers questions in order to better give them solutions, will always highlight the importance of understanding your merchandise and will include motivational material, as selling is a high-pressure career that not only needs a lot of self-motivation but also deals with a lot of rejection as well.

Incentive programs, what they're for and how to use them are also included in a lot of sales development. These 'sales incentive programs' or SIP's, are a method used to encourage a sales teams and references specific goals for achievement, which aims to concentrate selling activity.

Sales development will teach you self-motivation, direction and exceptional communication skills and, as such, would stand any person in good stead for any managerial role outside of sales, as well as within.

About the Author:

The author: Hugh Roberts has 20 years sales development experience. For
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