Training of salesmen is a process of selling skills development so as to increase the ability, knowledge, and experience of the salesman to perform well on the job.
A study of the learning International Organisation revealed seven sales challenges that an organisation must meet if they are going to survive in the competitive marketplace:
Need of Sales Training
Following are the important need of sales training for every business organization:
1. Distinguish Between Similar Products and Services
Success in sales requires more than just having an exceptional product or service.
Excellent salespeople are needed to capitalize on product differences, that their offering is better than the competitors.
2. Putting together Groups of Products to Form a Business Solution
As customer’s requirements are continuously becoming more complex, single product or service selling is becoming obsolete.
Their needs can only be met by a ‘package‘ of products or services.
The salesperson will have to be highly trained to put together a package to satisfy these needs.
3. Handling the More Educated Buying Population
Today’s customers are willing to work harder and take time to shop around for what they need.
They are also more aware of the product features, benefits, options and prices.
Today’s professional salesperson must thus work harder to close the sale.
4. Mastering the Art of Consultative Selling
The salesperson now needs to understand the specific business issues and problems faced by customers.
His role is to lessen customer’s responsibility to discover their own needs, and show how to the product and service being offered will fill these needs.
5. Managing A Team Selling Approach
In the future team selling approach will have to be adopted to satisfy customer’s needs.
The salesperson will have to draw knowledge of Technical staff, marketing staff and experts in other product areas.
6. Knowing the Customers Business
Future sales will require in-depth knowledge of customers business, with salespeople well versed in the requirements of the market segment in which they sell.
7. Adding Value Through Service
When a product reaches a commodity status the salesperson’s perceived value is determined. They are reduced to order takers.
Companies must continue to build up their relationship with customers by adding value through services such as business consultations and ongoing product support.
Thus, now you know the need of sales training.