New York Sales Training

Consultative Selling Skills Training

The Consultative Selling Skills training workshop, available as either a two-day intensive or one-day essential skills training event, will propel your team to consistently higher closing rates, higher margins, and more satisfied customers. In this highly interactive, participatory sales training workshop, your team will be introduced to an array of tools and sales concepts that will challenge their old approaches and lead them to a deeper understanding of customer issues and needs.

 

Online Training:

Our instructor-led online sales training performance improvement model is delivered in a series of 60-90 minute weekly sessions. This sequential training program targets your skill gaps by combining best practices, fieldwork assignments and follow-up coaching.

Classroom Training:

Public sales training workshops are offered regularly at multiple locations statewide, or contact us to schedule an on-site private workshop at your location of choice.


 

Over-Ruling Objections

During my 25+ years in the training business, I see sales reps make the same mistake over and over and over again, and it is this: they spend too much time prepping for the beginning of the call and not enough time training for the end of the call. I have met plenty of bright people who know their product inside and out. They can wax poetic for hours over all the wonderful features, advantages and benefits of their product or service. They can become absolutely ecstatic about the admirable qualities of their company, and it is all probably true. The mistake comes in assuming that people will automatically see what you see, take your word for how great it all is, and open their wallets to you.

Inevitably, at some point during the sales call customers will ask hard questions and raise appropriate, and sometimes annoying, objections. As a sales rep, you need to accept the fact that this is a normal, healthy part of the sales process. Even someone who loves your product as much as you do usually still has to wrestle with issues like price and priorities and “what will my wife think?” So you better be prepared to respond calmly and carefully when those objections arise. There is no need to panic. In all probability, these objections mean that your customer is getting very close to saying yes. The right responses from you may just put him over the top.

So, anticipate objections and be prepared to handle them. If you know as much about dealing with objections as you do about the features of your product, you will do just fine. Here are four ideas to think about to help you deal with objections.

  1. Make a note of the objections your customers typically raise with you, especially the ones that you can’t seem to answer very well.

    In baseball, a pitcher studies batter tendencies so he will know what to throw and what not to throw. How does he know what not to throw? Most of the time, it is because he threw that pitch the last time he faced that batter and it went out of the park! Learn from your mistakes and be better prepared next time. Very few people ever pitch a perfect game, but you can get better with a little work.

  2. Become familiar with the needs of different behavioral styles and buyer types, so you can mesh your selling style to their attitudes.

  3. Certain buyers are take-charge people who just want the facts; others are more relationship oriented and want to get to know you. There are technical buyers who want all the data you have, and then some. There are CFO types who want to know how this will impact the budget. The better you can learn to recognize which type of buyer you are dealing, the easier it will be to tailor your presentation to appeal to him. This is very important and we teach it in all of our courses.

  4. Study and practice the art of handling objections.

    The market is full of great books and training options that will prepare you to handle objections, if you study and practice. As I said above, too many people work hard on learning about their products, and skimp on learning about how to handle people and their objections. The info is out there. We offer a great course that covers it all. But you have to work on it every day.

  5. Whenever possible, preclude objections by being a great sales consultant.

    But this I mean ask effective diagnostic questions and listen politely and carefully while your customer answers them. Your first job as a sales consultant is to do whatever it takes to thoroughly understand what your customer’s situation is, and what he feels he needs in order to solve it. If you do your job as a consultant, the solution you finally offer him is much more likely to make sense to him, thus eliminating the need to wade through a pile of objections in the first place.