Professional Sales Training With a New Technique That You Will Not Have Seen Anywhere Else

Professional Sales Training With a New Technique That You Will Not Have Seen Anywhere Else

Professional sales training builds new mental pathways that help you to flow through the selling process. You will acquire new ways of thinking that will increase your results in front of customers. This career sales training fires you into a motivated selling state so you can make the best of your skills and abilities. It also gives you a quick fire training exercise that teaches you how to use features, benefits, and closing, in a new way.

Try it for yourself with this quick training guide. This is a simple instruction on how to form a chain that starts with a customer need, and links features, benefits, and then moves to close the sale.

Take a need, want, or desire, that one of your typical customers may have. Now consider the best feature of your product or service that will meet that need. What is the benefit the feature provides that will satisfy the customer’s need? A feature is something your product has or does. The benefit is what that feature does for the customer. A feature of a car could be that it does 40 miles to a gallon of fuel. One of the many benefits this supplies to the customer is that the low fuel consumption saves them money. To find the benefits, think how the feature of your product fulfills what the buyer is looking for.

With practice and use of this professional sales training exercise, you will start to see different ways your product can benefit your customers. You will form new mental connections that matches features of your product to the many possible benefits. When you have connected the feature to the need, and a great benefit to the feature, you simply flow into your close of the sale. This is the simplest version of a Need-to-Close Chain

Now you can see the chain and how it is formed, you can start to practice the chain as a career sales training exercise. Chose another requirement a buyer may want from your product. For the next link in the Need-to-Close Chain select the best possible feature to meet that requirement. As you complete this link in the chain you are training your mind to connect features to needs. This time when you select the benefit the feature provides, explain what the benefit does for the buyer. Present in detail how this benefit gives them what they are looking for. Then smoothly add on the next link in the Need-to-Close Chain and close the sale with an agreement gaining question.

As you practice the chain you will build the connections that link needs, features, benefits and closing the sale. This is great sales training for helping you think on your feet in front of customers. It gets you out of the bad habits of segmented sales pitches. Segmented pitches are a result of some corporate sales training courses that teach sales structure in separate sections and don’t focus on linking the sections together. As you use the sales training exercise start to increase the speed as you work through the chain. Get to a point where you can do it with unconscious competence. This is when it becomes really effective and starts to become part of your selling skills.

To get the best results from this free sales training, consider the sales and motivation training needs that you have.

If you want a training technique that gives you a sudden burst of motivation, then practice the exercise between appointments. It is a fantastic way to get into a top selling state, that gives you access to all your resources, and allows you to use your skills to full effect.

When you get a new product, and you want to build your sales pitch, the Need-to-Close Chain is the perfect way to form a pitch. Instead of thinking in just boring old technical features, you start by picturing a buyer’s needs. Then work through the chain for each need and link it to features and benefits. Follow this by going straight into an agreement gaining question.

For all trainers and team managers this is a professional sales training tool. Use it to liven up training sessions. Install the behaviour of linking through the chain into your sales team. It’s a great interactive team exercise that creates a new way of thinking that will increase sales and conversion rates.

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