Crush your competition with sales training
It is common for salespeople to spend time coming up with strategies that will help them beat the competition. While this is a good approach, it will surprise you to know that instead of focusing on your competition you need to focus on understanding your prospects and customers to win their business and beat your competition. Think about it; today, the difference between most services and products is almost negligible. Therefore, you need to focus on the things you can do to gain a competitive advantage in a crowded market without necessarily talking about product differentiation.
The quality of conversations your reps are having with customers is one such differentiating factor. This can be complemented by the use of conversation intelligence and sales training software that gives sales reps access to important data insights and the direction they must follow to convert interactions with customers into sales.
Below are five ways to take advantage of the power of sales training to crush your competition:
Draw insight from top sales reps
When sales managers are constantly looking out for coaching needs or their teams, they equip their sales reps with the ability to use the available tools to identify tips and tricks that top-performing reps use to excel. Understanding how these top reps have their way with value proposition along with other specific techniques they are leveraging and other specific details like choice of words can unlock success for sales reps who have a difficult time closing sales and attaining their quota. By using appropriate intelligence tools to listen to conversations between top sales reps and customers, it is easy to identify the techniques they use to handle different scenarios on sales calls. Regular sales training makes it possible for your reps to chart the path of rapid success within a short time. When replicated across the board the result is a powerful army of enthusiastic reps that will lead your business to beat all competition.
Identification of good questions
The key to selling more is by asking relevant questions. This helps to understand the best way to offer solutions to prospects as opposed to ranting about your products services or experience the entire time. Questions also help to pinpoint customers’ pain points while building a sense of urgency about a product or service you are offering. Asking relevant questions will also determine if you should spend more time with the prospect or not because you can tell their level of seriousness about buying and when they are just making an inquiry.
Using sales training software helps reps to know the right steps you must take to analyze the conversations sales reps and having with customers to determine the questions they ask, how often they ask and when they ask them. This helps to clarify which of these questions are effective in driving sales or not. They can then capture those questions that are guaranteed to win deals so you can revisit them and possibly include them in your sales PlayBook and give your competitors a run for their money.
Talk time awareness
Sometimes sales reps are unable to close winnable deals because they’re unaware of how much they talk at the prospect rather than engaging them in a conversation. This lack of awareness often results in conversations that are dull and with no personalization making them an absolute waste of time. Sales training software addresses this challenge by capturing the duration reps spend talking versus the prospects’ time. Generally, sales reps who talk less sound more human, are more inquisitive and are perceived to be caring. Moreover, when sales reps let prospects talk more, they can easily gather more information about their challenges, context and expectations. This sets the stage for selling better to the point of encroaching into your competitors market share.
Better mastery of product comparison
Sales reps are often confronted by the ‘how do you compare’ question that can interestingly generate inconsistent responses from your sales team. Sales training software makes it easier to address this question as the platform can alert you whenever a competitor’s product is mentioned during sales conversations. The added advantage here is that this platform also helps you to speed up the rate at which you can knock out competition by helping you identify who among our team members offers a compelling response to this question and the results it produces.
Sales training software helps sales managers uncover ‘blind spots’ during sales conversations between sales reps and customers in an ever-changing business landscape. The insight gathered through this platform can help to pick up trends and patterns and how they can be amplified by the entire team to get ahead of the competition. When executed well, sales training will see a notable increase in quota attainment by sales reps and great performance among all your team members.
