Sales Training Courses—reveal The Importance Of Asking For The Order
Just imagine, if every prospect you met said ‘where do I sign’ or ‘when can you deliver it’ to a salesperson that would be their dream. Sales training courses would probably be redundant as there would be no need for your sales team to attend sales training. Unfortunately all sales do not close with a yes I‘ll take it, in fact most sales don’t close at all. You see we still need sales training to help us to develop good closing skills and techniques, because it is still a fact of life that some salespeople are afraid to ask for the order.
Closing sales still remains for most people the most difficult part of the sales process.
Salespeople all over the country have great skill in building rapport, establishing needs and even selling benefits but when it comes to that crunch time of asking for the order they freeze. Yet the prospect knows we are there to sell the product, they know we have not driven 50 miles to see them to just let them see the product, they are expecting us to ask for the order.
The truth is if you can’t close sales you have no future in selling, sales training can be of great assistance in showing all the different techniques you can use apart from asking for the order outright. For example you can use the alternative close ‘we deliver on Mondays and Wednesdays which day is best for you? What ever the prospect answers the sale is closed and in reality you haven’t even asked them to buy.
Then of course sales training often talk of the ski slope where you draw a line on a piece of paper and say most of our clients spend between £100 and £500 writing the £100 at one end of the line and the £500 at the other end, then say where on the line would you feel comfortable. Guess what most people go for the half way mark at £250 again you have not asked for the order but as soon as the prospect has answered the question you have closed the sale.
But why do salespeople have problems closing sales, well it can be for a number of reasons many salespeople fear rejection, many do not know how to handle objection and see buyer hesitation as a barrier, or maybe they have never been taught to use trial closes during the sale so that the final close is an inevitable next step. Whatever the reason, salespeople need to keep their skills updated by attending sales training courses.
If each of your salespeople attended sales training and increased their close ratio by 20% would that not be seen as an investment with a great pay off.
