Training Tools for Sales Reps
Training tools for sales reps come in a variety of forms. When you think “sales training tools”, do you think of seminars from experts, meetings with sales coaches, sales tips in industry newsletters, or maybe that new best-seller sales book just out? Other training tools you may have used might have included role-playing with peers, or details about top sales techniques for your situation.
These sales training tools can be helpful, and reinforce previous training. However, remember these tools should be used to build on the foundation of training tools for product knowledge and good communications. Unfortunately, sometimes these training tools get overlooked. I think these simple training tools are ultimately the most important tools in the sales training process.
To me, the most basic training tool for a sales rep is product knowledge. Without thorough product knowledge, it’s difficult to accurately inform your prospect, explain how your product can help, and ultimately close your sale. Create or strengthen your product knowledge training tool with technical product information, case studies, testimonials, brochures and simple product fact sheets.
Use product knowledge in conjunction with the good communications training tool. You must be able to ask your prospect great questions, converse intelligently and try to discover your prospect’s needs. Good listening will strengthen your good communication training tool. A solid customer-relationship-management program where you can track details and outcomes will make your good communications training tool that much more effective. Practicing your script will further strengthen this training tool.
Regardless of the type of sales training tools you use, you can’t go wrong sticking to the basic training tools of product knowledge and good communication. These simple, but effective, training tools will support and strengthen your sales role, improve your sales ability and help you close more sales. After you’ve used these training tools, build your sales training experience by exploring other sales training tools available.