Marketing is a subject taught in many business schools but basic selling often appears to be overlooked. Maybe this is because of the popular misconception that all you need to sell something is to be a good talker.
Selling Is Not All About Talking
In spite of its near universal rejection by those on the receiving end; telemarketing somehow remains a popular tool for companies wishing to sell something to literally anyone. How many of you have noticed that the fast talking salesperson on the other end of your phone is simply mouthing a speech written for them by someone else? Should you try to butt in before they have finished; they either ignore your efforts to interrupt them; or, they suddenly seem incapable of giving any response to your question (other than to repeat their pre-prepared speech). Usually, in such cases, nothing gets sold because the would be seller will not listen to a word that is said by their prospective buyer.
It Is Much More About Listening
Obviously, any sales person has to start off the dialogue with their prospect; but, after initial salutations and introductions have been exchanged; the good sales person will instigate a question and answer session. During this; they will be effectively mining their prospect for information that could be relevant to closing a sale. Armed with this information; the seller can give a presentation (sales pitch) that is fined tuned to the individual prospect’s real needs. The trick is to get the prospects to want the product before you make any attempt to sell it to them.
This Does Not Come Naturally To Everyone
Fortunately for salespeople who wish to increase their success rates; basic selling skills (along with more advanced techniques) can be taught. Unfortunately, it is still difficult to go out and find a school where you can physically enroll and attend regular classroom sessions.
For example, anyone looking for a building to go to for Orlando Florida Sales Training; may have difficulty tracking down an address. There are books that they can purchase and websites full of tips and information; but, they are likely to find that the actual training is conducted at seminars (or the like) and many of these are in-house organized by a company wishing to improve the performance of their existing sales team. It is harder to find an advertisement offering tickets for sale to an open forum seminar on sales training in Orlando Florida.
Chicago based Doug Dvorak’s company – The Sales Coaching Institute – offers customized training to suit the needs of most companies. Individuals looking for Orlando Florida Sales Training should inquire about their “one on one” sales coaching arrangements.
