Sales Training
Everywhere you turn, there is some
new book or some new sales training program with "new"
techniques for salespeople.
They all develop some new catchy
buzzword or phrase. Each promises success if you only follow
the program and all seem to have elements that refute the techniques
of other programs. Most books and sales training programs are
great motivators, delivering hype and encouragement. But
programs, techniques, and motivators are short-lived, and most
salespeople go back to doing things the way they did
before.
What's the problem? Why do
people go back to what they were doing before? Why do many
older salespeople have clients that follow them from employer to
employer? Why do some salespeople have clients that buy
whatever they are selling while other salespeople lose out?
Value Proposition, Strategic
Initiatives, Strategic Selling, Etc.
Techniques and buzzwords are great...everybody uses them to a
certain degree. But techniques are passed from salesperson to
salesperson and from company to company. Prospects very often
hear the same pitch, the same tired lines, and the same manipulative
closes before you do.
Buzzwords and phrases like
"thinking outside the box" all sounded great at one
time. But most of your clients heard them before you used
them. So if you think outside the box, just like everyone
else, what separates you from them?
Enter Technology
Corporate web brochures,
EDI, email, fax, electronic channel development, web integration,
B-B, B-C; all ways to reach the masses simultaneously, instantly...
and without personal contact.
You can now gather prospect
inquiries, develop proposals, negotiate, sign, and execute contracts
without ever speaking to your client much less meeting them.
Management Push
Revenues are down, your competition is fierce, the economy is down,
and clients are busy. Management reaction to this is often to
increase contact quotas citing "it's all in the
numbers".
Salespeople make more phone calls,
send more email, and send out hordes of expensive collateral
material hoping to hit that one prospect that will call them out of
the blue and demand a meeting.
In the meantime, the definition of
a salesperson changes from someone who "sells" to someone
who sends out voluminous materials and takes orders.
Relationship selling is nothing
new. It was around long before Strategic Selling or any other
nouveau selling methodology.
It's focus is not on developing or
manipulating a sale but on developing a trusted relationship between
vendor and client that will be repeated many times over again.
It's about customer loyalty.
Loyalty... Not Satisfaction
Ask any business owner and they will tell you that they aspire to
customer satisfaction. A satisfied customer gives you a chance
at the next business opportunity, but a loyal customer GIVES
you the next business opportunity.
A loyal client doesn't shop
you and they very seldom even listen to another vendor's
proposition. Loyal clients don't keep their mouth shut,
they tell everyone that they know.
Back to Basics
So what makes us different at dBusiness Group? Sure we help
your staff develop techniques. Sure we give you sales
tools. But what makes us different is that we teach you, your
sales staff, and your entire employee base to develop customer
loyalty. We teach what it takes to develop client
relationships that are "bullet-proof".
We also do something else that is
very different. We don't just teach these methods to your
sales staff. We teach them to your entire employee
roster.
Everyone is a Salesperson
Your salesperson may the frontline of sales, but the rest of your
company comprise the backend. Personnel involved with
delivery, account service, production and even building maintenance
staff may have the opportunity to direct or serve client needs and
are therefore salespeople.
Salespeople are backed up by
management decisions and actions, implementation and support staff,
and even accounting personnel. Building company loyalty isn't
just about the salesperson, it's about the company.
Your entire company doesn't have to
know everything about sales. We don't teach them
salesmanship. What they do need to know is how they effect
future business for the company and how to build customer loyalty
through their job.
Contact
dBusiness Group today to get more information about how we can work
with your company's staff to increase sales and client retention and
improve morale and teamwork.
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