If you’re a sales executive and are keen to work your way up the corporate ladder and become a professional account manager, you should consider sales executive training to help you achieve your dream.
If you are knowledgeable in your chosen profession, you respond promptly to all enquiries and you’re ethical in all your dealings with customers, you have acted professionally and this is a good base for developing managerial skills.
Some of the skills you would revise during sales training include:
Consultative Selling
In consultative selling, all sales calls revolve around the customer and their needs, rather than the usual ‘product push’ cold call. During a consultative selling call, the salesperson would discover the needs of the customer through mutual conversation and then try to meet those needs by offering a product. The language used during the call should be more benefit-orientated than a standard sales call, to reflect this.
Offering Creative Solutions
Another aspect of this type of selling is that the salesperson should be able to choose products or services from a broad range and pick one or more that are most suited to the customer to provide them with a truly tailored service. This is called offering creative solutions or multi-selling.
Focusing on Value
Today’s consumers are becoming increasingly sophisticated. Rather than being loyal to one company, customers are shopping around to get the best deal – possibly because of austerity measures and the economic downturn. Whatever the reason, they are looking for high quality products at competitive prices. Part of your sales call should therefore focus on the good value and affordability of your product.
This value product can be offered as a solution to the customer’s problem that will bring them a return on their investment.
Gain the Trust of Your Client Base
Gaining the trust of the customer, having in depth industry knowledge and advanced sales skills will give you a strong professional relationship with your clients. Those who provide advice can become a trusted advisor and give themselves the edge on their competition.
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