Because of the size and importance of your sales staff you might consider hiring an outside sales training company to conduct the training. When you hire the company you should find out the methods and types of sales training they teach. Find out if they teach online sales.
A good sales trainer will train your staff on the methods of achieving sales through marketing strategies, online selling and advertising.
The techniques and tactics that are used by each business will depend on the needs and special requirements of the individual business. A quality sales training specialist will be able to analyze your business and determine the best techniques that should be taught in your sales seminar or training sessions.
Your sale staff will learn methods to decide on the best advertising methods and this will help you immediately begin to bring in new clients and customers. Your sales staff will begin to understand the correct methods for bringing in and keeping customers to grow your business effectively.
You might find that it is difficult to get all of your sales staff together in one place. A sales training specialist will be able to conduct their training sessions in a variety of ways to suit your businesses needs. You might find that there can be one on one session inside the company for sales people who work in the office and online training seminars for those who are out of the office frequently.
There are some businesses that don't find the extra cost of training the sales staff necessary. However, in today's competitive business environment, any advantage you can give your sales staff will pay off in the end. The online world has created an entire new way of conducting sales and your staff must be trained in these methods.
There are literally businesses all over the world competing for the same piece of the pie as you. That is the effect of online business on the commercial market. You must be able to draw in customers and sell them your product in an online environment. Or at the very least you must give them a reason to shop with you instead of online.
You should consider sales training for anyone in your business that has direct contact with your customers. Customer service and in office personnel can learn some great techniques for handling and dealing with customers in the most effective way.
There has been some data collected on the effectiveness of sales training. Some businesses have shown an increase in sales directly after a sales training seminar has been conducted.
If you are in business, you are doing it to make money. If you can increase the amount of sales you generate for your business, you will be bringing your business to another level of success. A new business or a business that needs an increase in their current sales will benefit from the use of a sales training company or individual.
Health Insurance Sales Training
Many years ago I had my first sales assignment as a finance and insurance salesperson at a Chrysler automobile dealership in North Carolina.
I remember one of my first customer's was Mr. & Mrs. Jacobs. They were a middle aged couple with one teenager still at home. They were buying a new Chrysler that would primarily be Mrs. Jacobs car.
There is one big difference in auto sales training and finance and insurance sales training. In car sales you are selling a tangible item the prospects can see and feel. In finance and insurance sales you are selling an intangible the prospects can't see and feel. One is not better or worse they are just different and require different sets of selling tools.
The products I sold as a finance salesperson were things like extended service contracts, credit life insurance, accident and health insurance, and the actual financing of the vehicle they were purchasing.
Two intangible selling tools used in finance and insurance sales training
First I presented to the Jacobs an extended service contract and Mr. Jacobs said he didn't want it.
Then I showed him a list of 10 of the most common types of major repairs people need to have done on their vehicles that the extended service contract covers. Next to each item was listed the labor hours required to do the repair multiplied by the average per hour labor rate for the local area. And next to that was the average parts cost of that particular repair. Most of these individual repairs came to a total of parts and labor cost of over a thousand dollars some were several thousand dollars.
I then showed him and extended service contract that was priced at $599. I also showed him the details of the coverage and how each of my 10 common examples would have been fully covered. This could possibly save him thousands of dollars in repair costs depending on the type of repair.
After showing him how much his potential savings could be and then comparing it to the much lower cost of the service contract he agreed to buy it.
Intangible selling tool #2 - Protecting a loved one:
The second product I presented to the Jacobs was credit life insurance on their car loan. Again Mr. Jacobs responded by saying, ?I don't need it.?
I agreed with Mr. Jacobs that he may not need the credit life insurance but his wife, who was a stay at home mom, may need it one day. I explained that if he were to unexpectedly pass away his wife would be required to continue making the payments on her car if she wanted to keep it.
I them gave him two examples of actual situations I knew of regarding credit life insurance on cars where the husband passed away.
After that, Mr. Jacobs wanting to protect his wife said he would take the credit life insurance on their car loan.
The finance and insurance sales training take away tip
How to sell an intangible? In both situations I was selling a product that my prospects could not see or feel. And with the above two selling tools I turned the product's benefits into something my prospects could see and feel.
Try using these selling tools on your next intangible product presentation and watch it improve your closing success.
Both Peter Geisheker & David Nassief are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Peter Geisheker has sinced written about articles on various topics from Medical Tourism, Home Management and Brochures. Peter Geisheker is the CEO of The Geisheker Group . Peter develops and implements strategic marketing programs as well as. Peter Geisheker's top article generates over 27100 views. to your Favourites.
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