This kind of sales presentation training can confirm if you, or your sales team, are frustrating your clients. Many sales people don’t even know they are doing it. They are often losing sales and dropping out on rewards, and be unaware of why. Only good sales training techniques will make them aware about their habit and encourage them to stop. They can then learn sales skills that will eliminate the challenge for good, and raise the effectiveness of communication with buyers. Therefore what’s this habit that many sales agents have but don’t know they are really doing it? trust building sales presentations
Erm, you know, obviously, you don’t want to irritate the buyer
The next time you hear someone giving a presentation, on anything not simply a sales presentation, count up how often they do it again an irritator. Irritators are those words or words that folks have a behavior of repeating, and that add not the so this means or the communication of the message. Typical irritators include: You know, clearly, yeah, basically, at the end of the day, and the most frequent irritator of all; Errmm. When people have the irritator behavior they only use one. It is rather rare to notice a mixture of different words or phrases repeated.
Errmm or err, are likely to be used between phrases. Towards the listener it seems like the presenter is thinking of what you should say and just making a noise to fill the gap. Basically and certainly typically appear at the start of a new topic in the sales presentation as a way of introducing the phrase. Pay attention to sports celebrities and spot the irritators. Circumstance. K. soccer players and managers can often be heard repeating; you already know, at the end of the day, and over the moon, when giving interview. On the recent sales business presentation training program I had a delegate that constantly used the irritator; my good friend, when showing features and benefits to a client. Just like most people he failed to realise he was doing it.
Sales presentation training on stopping irritators
The first sales training strategy to stop people using irritators is to get them to aware they are adding them to their business presentation. You can do this in several ways. If perhaps you have visual or music recording facilities, ask them to perform a sales presentation and record it. Then play it in return to them and ask them what they think. Most sales reps will watch the replay and not pick up on the irritator habit. When you point it away to them a glance of revelation comes over their face. They realise they have been doing this for years rather than seen. For many just the action of pointing away the habit is enough to stop it occurring. If they include it again, once they are aware of it, they can learn to irritate themselves.
A good sales training technique to include in your sales training training is to get all the delegates counting the number of times their colleagues use an irritator for the rest of the training course. I actually ask people to depend by holding up their fingers as they listen closely to other delegates offering. This usually limits the inclusion of the irritator to one or two as the speaker is again made aware the habit has returned. You have to use some diplomacy and tact when making people aware of their speaking habits. That they can take it privately and feel insulted or embarrassed. When giving sales presentation training make it light hearted and exciting tell them how you used to have the same problem.
Now then add more selling techniques
Working with effective sales presentation training to eliminate irritators will increase the communication of the message and help keep the attention of the customer. When sellers learn sales skills the results build up on each other. Once the irritator habits has been stopped, you can start looking for more sales techniques to increase the sales presentation. Seeing that more selling techniques are learned and put into action the effects will compound and sales results, and rewards, will increase in numbers.