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Sales Training-Easy Techniques To Boost Your Bottom Line

Author : John Techniques

Submitted : 2010-10-19 05:02:07    Word Count : 809    Popularity:   105

Tags:   sales training

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Sales training programs are vital to keep skills sharp and tuned, and to keep your sales people motivated to achieve new target outcomes, develop new sets of goals and skill sets.

Neurolinguistic programming or NLP offers techniques that can also be taught as a part of a larger sales training program. NLP not only helps connect with customers, but it can also clear a sales person's head in order to make better decisions and gain more instant and greater outcomes.

One of the techniques that can be taught in sales training is the concept of limiting beliefs. These are ideas and concepts that can prevent a person from making goals and can hurt potential sales because they can create a negative mindset.

There are three simple questions that can be asked in a sales training session to have sales people think about and there are also questions that they can use with their prospects.

One of the things to keep in mind is to make sure that there is plenty of time for a prospect to answer these questions, or in the case of these questions being used in a sales training, sufficient time so that the sales person can consider these questions.

These questions can be taught in a sales training are very powerful and can be used on about any issue that may come up during a sale. The sales person must learn how and when to deliver them. They must prepare ahead of time developing rapport or a relationship bridge.

During a skills training session sales people can be taught how to listen to their prospective clients very closely. Allow them to talk about whatever the issue is, without comment or judgment and just allow them to unburden or empty themselves.

Once they have done this, you ask the sales staff to begin asking the three important questions. These questions can be tailored to any particular situation:

1. What is it that you believe is limiting you or preventing you from reaching your goal?

This question should be asked about three times to really get to the heart of what the customer wants. This is the essence of a limiting belief.

Suppose you are selling cars and the customer wants a particular car but seems to be resistant to talking about it. They may believe that they could not find one in their price range or that the car may not be safe. If you can access this belief you can work from there to make a sale.

In sales training a sales person can learn that once a limiting belief is exposed it can be overcome and the customer will feel like they are being heard and attended to. The trick is to get the person away from the negative stance that a limiting belief can create.

2. What is the opposite belief to the one you have?

This means how you can turn a negative belief into a positive more empowering one. Let's look at the auto sales example. In the sales training, the sales person can practice asking this question in reference to the cost.

What would it take for the customer to believe that they can afford the car they desire? The answer can be locating a more affordable version, it can be looking at last year's model, or finding a financing plan they can afford. It involves providing answers that will turn the customer's belief into a positive one.

In sales training, a sales person may learn that they may find resistance and that is why it is so important that they develop strong rapport with the prospect so that they can lead them into changing their perspective and be in a more suggestive state of mind for the sales person to manipulate.

#3 Suppose you had a belief (#2 above) what would it take to move to towards you goal?

This is a more detail-oriented question. It represents the steps for the prospective client to take now that they believe that the goal is attainable.

Let's step back into the example. If the prospect believes that they can afford the car they want, what will it take for the salesman to close to sale? What are the details that will insure that the customer drives away in the new car of their choice?

These three questions properly worded will overcome limiting beliefs of any prospect in order to close a sale.

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Now that you know all of this sales training information youll want to check out our newest website http://www.salestechniquesblog.com. Visit us for free training videos, posts and articles for tips on how to boost yours sales

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