Assessment - Research - Training - Evaluation
Sustaining a Business Model depends on the sharpness of the execution of the SALES TEAM. Continuous efforts are not attempted by Corporate to sharpen the Selling Skills of the Sales Team whether it is a B2B Model of a B2C Model.
In both the cases, the Buyer's Behavior & pattern of Buying Process is also different. When we train Sales Team we find they are trying their own method and there is no standardization of the Sales Process as well as understanding of the various stages the buyer is moving and aligning their selling behavior to help the Customer to take a decision.
The BIGGEST PROBLEM comes when PRICE as an OBJECTION HANDLING starts - the Sales People has no clue to answer them properly with a sequence of question - rather they just quote the price without stating any VALUE ADDITION (S-P-F-U-R Method) - rather they use age old FAB ing.
Today's Customers are well informed people and they do their Home Work before they proceed to BUY something - they check the Online & Offline PRICE , REVIEW , AVAILABILITY , SOURCES , COLOR OPTION if any, before they appear in front of a Sales Man.
Unfortunately, the sales Man treat THEM as novice & try to PUSH rather then understanding the STAGES of the BUYING PROCESS the Buyer is moving.
The ability to attempt to CLOSE the Deal of the Sales People still is on the lower side - as they don't know various CLASSIC CLOSING TECHNIQUES & their APPLICATION at different stages of the PURCHASE PROCESS.
We are the ONLY SOURCE who can CLAIM that we Train Sales People BOTH on SALES PROCESS vs BUYING PROCESS along with BLIND SPOT areas - which no other training provider will train.
In both the cases, the Buyer's Behavior & pattern of Buying Process is also different. When we train Sales Team we find they are trying their own method and there is no standardization of the Sales Process as well as understanding of the various stages the buyer is moving and aligning their selling behavior to help the Customer to take a decision.
The BIGGEST PROBLEM comes when PRICE as an OBJECTION HANDLING starts - the Sales People has no clue to answer them properly with a sequence of question - rather they just quote the price without stating any VALUE ADDITION (S-P-F-U-R Method) - rather they use age old FAB ing.
Today's Customers are well informed people and they do their Home Work before they proceed to BUY something - they check the Online & Offline PRICE , REVIEW , AVAILABILITY , SOURCES , COLOR OPTION if any, before they appear in front of a Sales Man.
Unfortunately, the sales Man treat THEM as novice & try to PUSH rather then understanding the STAGES of the BUYING PROCESS the Buyer is moving.
The ability to attempt to CLOSE the Deal of the Sales People still is on the lower side - as they don't know various CLASSIC CLOSING TECHNIQUES & their APPLICATION at different stages of the PURCHASE PROCESS.
We are the ONLY SOURCE who can CLAIM that we Train Sales People BOTH on SALES PROCESS vs BUYING PROCESS along with BLIND SPOT areas - which no other training provider will train.
