Being a sales manager demands a lot of energy and a whole set of skills to build a top-performing team. I wish I had learned these strategies early on in my sales career! If you are looking to have a top-performing team, you must implement structure and the right strategies in your sales training.
This post will help you scale your sales team with essential strategies you can implement in your daily sales training.
Getting to Know Your Team
To lead a successful team the first thing should be getting to know your team individually. Meeting with each member is crucial to knowing exactly what goals they have and what motivates them. A key part of sales training is conducting one-on-ones regularly. Setting realistic goals sets the tone for you and your team members and lays out a map of what is expected. You need to learn what drives your team members and create a solid plan tailored to their drives and skill sets. Setting these expectations upfront will not only help you see who is cut out for the job but also show your team that you care for their success.
Objection Handling
The basics in sales are how to handle objections properly! Learning how to deal with objections takes skill and patience. Most sales reps are quick to go into defense and completely lose the deal. In today's market, sales strategies have evolved. What worked 10 years ago isn't as effective today. No one wants to be questioned or made to feel dumb for not making a purchase. Some great strategies to incorporate in your sales training are NEPQ and NPL.
Sales Training with NEPQ
NEPQ stands for Neuro-Emotional Persuasion Questioning. If you haven't heard this from Jeremy Miner, I suggest you give him a follow on Instagram or Google him. Incorporating these techniques will improve production and overall sales.
To truly understand the subject, it's important to break down the sales process into different components.
- Connection or introduction
- Situation -what is their current situation
- How do they feel about the situation
- Problem Discovery
- How do they feel about the problem
- Solution
- Consequence questions
- How committed are they?
- Go for the close!
Want an even deeper dive into what type of questions you should ask? I created a little Pink Book of questions for your everyday customer! Using this guide will eliminate most objections and help you gain trust with your clients. Just click on the link below and get your free copy!
Neuro-Linguistic Programming
NLP is another technique, similar to NEPQ but it is slightly different. NLP stands for Neuro-Linguistic Programming. This style of selling is focused on body language and heightened senses. For in-person sales, this is a great strategy to implement in your everyday sales. Implementing NLP in your sales process and sales training has a few different components.
- Active Listening
- Mental Preparedness (Manifestation)
- Mirroring
- Looking into the Future ( asking your client to envision their future)
- Body Language
- Rapport
- Emotional Awareness
Use these strategies to make the most of your production with your team. Or if you are new to sales, use these strategies and make them your own! The goal is to always keep learning and growing in your craft.
This post was all about sales training strategies to help you grow and increase your business for any sales manager or sales rep!
