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THE 16 STEP SALES TRAINING MANUAL

I love sales! Why do i say that, it is because all my working life has been in sales so i have put together a small sales training manual that i think will help a lot of struggling sales pros ouy there. Here it is below:

The sales training manual

• S - Smile: in any sales encounter you have to smile when you are dealing face to face with customers. A smile on your face puts your customer at ease and also puts you at ease.
• E - Eye contact: you have to look the prospect in the eye. this shows confidence and breeds trust. if you are not looking them straight in the eye them might think you are telling lies.
• X - Xcitement: You have to be excited and enthusiastic. if you are excited about what you are selling it comes across to your prospect and gets them excited to buy.
• Introduction: Make sure you always make a good introduction when you approach your prospect expecially if you are cold calling. For example 'hello there Mr Jones'.
• Presentation: A good presentation is always essential. It educates the customer on what your product or service does.
• Short story: in this part of the sales manual the short story is wher you tell the prospect why they should buy from you.
• Rehash: After the prospect has become a customer you can also generate more sales by getting referrals from. For example you could ask him if he has any friends or fanily who would also be interersted in buying your product or service.
• Be on time: A lot of other sales training manual writers dont mention this, you have to be on time for your sales appointments. Turning up to a presentation late is a poor start and makes you look unprofessional in front of your prospect.
• Be prepared: Before you step out of the house or office make sure you have all your materials with you. Also make sure you have rehearsed your lines. The sales pro is an actor and you have to practise answering questions and objections.
• Keep Controll: Sometimes you may miss a sale. So what. Dont curse the prospect because he refused to be from you. Ask him a few days later by phone to tell you where you went wrong so that you will correct your self in the future. Always ask for feed bak.
• Know your goals: A sales training manual should always talk about goals. Yes a sales pro should always write down his short, mid and long term goals of where he wants, and what he wants to achieve.
• Work your teritory: Another important step of the sales training manual is that you should work your territory. that is you should live no stone un turned. for example if you are cold calling a list of names make sure you get to speak to everybody on that list.
• Work 100%: The last but not least important step of the sales training manual is to work hard. Sales is not easy so if you put 100% in you will get alot out of it and that means more sales.
• Attend meetings: Most sales training manuals will tell you that you have to attend meetings and seminars. This is true because you can learn a lot of tips there and you get to meet other successful people who made have written great sales training manuals which you could learn from.

Article Published: Monday 2nd April 2007