Frequently Asked Questions

Answers to commonly asked questions about sales training and coaching.  An insight into how to use sales training to improve performance.

What is sales training?

Sales training is a set of processes that seeks to improve the effectiveness of salespeople. Sales training will typically focus on two aspects of the sales role. The first is sales skills and the second is the execution of the sales process.

Sales skills training is typically done in a face to face environment. This is because when we develop skills we only improve through one mechanism, and that is practice and feedback.  It is therefore essential that skills are developed through practice sessions, where individuals have the opportunity to make errors, correct their mistakes and develop a range of skills that they feel comfortable in applying in front of a customer.

Sales process training can be done either face to face or through distance and E learning. Sales process training is ensuring that the sales people follow the right process to get to the right result in the most efficient manner. In retail sales this would mean following a process that engages with the customer, understands their requirements, recommends the right product and successfully concludes the transaction.

With more complex sales the process may take place over a period of months or even years. With these types of sales the process is more about forming the right steps to ensure we reach the right conclusion. These steps might typically be:-

  • Contact the right person
  • Meet and understand needs and requirements
  • Present a proposal that meets those requirements and that differentiates you from the competition
  • Manage the follow up to the proposal through negotiation and resolving of concerns
  • Conclude the implementation either through a contract or a set of service level agreements

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Prosell provides training and coaching for call centre, customer service and sales management teams in retail and corporate sales across Australia - Sydney, Melbourne, Brisbane, New Zealand & Asia Pacific.

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