Are you looking to train or onboard a new sales rep and are looking for topics to prep them in? Pearl Lemon sales is happy to help with it’s advanced sales training courses.
Below are the top 6 topics to train your sales rep for:
Navigation of Contents
1. An overview of the organization
In any sales position, regardless of previous experience, it's essential to understand the kind of organization for which you are applying.
In addition to providing an overview of the organization, its culture, its mission, and its vision statement, they need to include an introduction to the organization in their sales training.
A consistent message needs to be sent by your sales team to the outside world. Sales enablement software can unify your team and help everyone get on the same page; learn more from Allego.
2. Pre-sale research
It is important for your sales team to be already familiar with your prospects before they connect with them.
You should include a section in your training that gives you information about how to conduct research.
Ensure that you include both internal methods (customer relationship management software, which displays past interactions with prospects) as well as external resources, like LinkedIn and public databases.
3. Rational and emotional pain points are related
Using rational arguments, we might think we can persuade anyone. But more often than not, we make decisions based on emotions.
Whether you sell to businesses or consumers, your employees need to be aware of the connection between rational and emotional appeals.
Your sales team should learn how to pinpoint audiences' pain points, so their brand's product or service can solve those problems for them on multiple levels.
Using rational reasons as well as emotional appeals to gain customers is crucial for employees. It is imperative that your sales team can identify your audience’s needs, and through your brand's product or service, provide them with solutions on multiple levels.
4. Communications in nonverbal form
To this day, experts still debate whether nonverbal cues account for a significant percentage of communication. Almost all agree, though, that nonverbal communication accounts for at least 52% of all communication.
Words, they say, contribute only a relatively small part of human communication.
The importance of physical cues, facial expressions, and tone will be discussed during an advanced sales training course focused on nonverbal communication.
One of these factors, especially at the highest levels of sales, can quickly ruin an otherwise positive meeting.
5. Prioritizing Prospect Contacts and Calls
Prospects can become overwhelming as soon as they begin rolling in from marketing.
By estimating which prospects are most likely to convert into customers, this training topic helps sales staff prioritize their time. You may include individual subjects, such as CRM lead scoring, depending on how your database is set up.
6. Smart Negotiations
Many organizations incorporate content on intelligent negotiating into their advanced sales training programs.
The success of a sales agent at the highest level is more than just closing a one-time sale.
Negotiators who are forward-thinking see the initial sale as an opportunity to cement a long-term business relationship.
Offering a special deal to a new customer may not seem ideal, but this usually encourages them to make more purchases down the road.