How to Avoid the Commodity Trap in Selling

In order to increase your sales, there are a variety of factors involved. Every sales professional will have ups and downs during their career. In order to stay on track and make certain they continue to follow essential fundamentals, most sales organizations will put their team through continual training. This will cover all aspects from prospecting to closing, with an emphasis typically placed on making an effective and convincing sales presentation. This continuous training effort is to make certain that motivation stays at a high level and sales growth is steady.

Importance of Sales Preparation

There is always the need for sales professionals to enhance their skills. With today’s technology, the selling field has changed significantly in many ways. People now have the capability to make a presentation that is highly advanced and interesting through a number of visual, interactive and technological aids. Although prospecting for targeted clients is highly essential, and every good salesperson should have an understanding of closing techniques, making a presentation that grabs the client’s attention and creates value in their mind is a must.

Understanding Your Prospect and Their Business

As part of the preparation process, it stands to reason that having an understanding of how your prospect’s industry works and the services and products they frequently utilize will be highly important. Not only does this allows you to make a much better and informed presentation, but is very impressive in the eyes of the potential client. As an added benefit, with this knowledge you will be able to address any questions or objections immediately and with confidence. Overcoming objections quickly and convincingly will eliminate them once and for all.

Employing Effective Communication Skills

In any selling scenario, the salesperson must be able to quickly adapt to the style of their prospect. This is especially true when conversing back and forth. You’ll find some clients are more direct and to the point, whereas others may be more conversational and laid-back. Allow your prospect to air out their thoughts regarding their specific needs, and address these accordingly.

Using the Right Selling Tools

Selling today is a highly complex endeavor and a very competitive industry. It pays to be prepared and have the necessary tools for making a sales presentation that’s strong. It is the job of sales managers to make certain their team has all the materials and training updates being used in the selling profession. This will result in more closings and continued revenue growth.

About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
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