To drive business results, successful salesmen focus on the buyer’s needs and provide solutions, not just make a sales transaction. Sales training objectives include learning how to analyze, present and negotiate effectively. Workshops typically start with lectures, demonstrations or case studies. Then, facilitators lead participants through role-playing exercises to apply tips, techniques and strategies learned from the instruction. At the completion of a typical session, participants have developed the skills and knowledge to identify their customers’ business drivers, qualify opportunities, demonstrate value to customers and respond to objections.Nowadays, customers and clients aren’t what they used to be. They are more knowledgeable, more sophisticated, more pressured and more demanding. They don’t have time to waste. They want to make informed buying decisions. As a result, organization that needs to increase the performance of their salespeople is adopting a more practical and effective sales approach.
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