7 must have skills for a sales person and role of training
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View our presentation to know the 7 key skills needed for a successful sales person and how one can help sales people develop through training.

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Source: http://hbr.org/hb/article_assets/hbr/1012/F1012Z_A_lg.gif
skills of a winning sales person
Skills of a Winning Sales Person

Listening skills

Essential for good communication

Helps gain valuable information from customers.

skills of a winning sales person1
Skills of a Winning Sales Person

Questioning skills

Essential for persuasion

Building relationships

When?

What?

How?

Who?

skills of a winning sales person2
Skills of a Winning Sales Person

Knowing the product

Helps convince customers

Prepared to answer customer queries

skills of a winning sales person3
Skills of a Winning Sales Person

Recognizing the process

Helps identify their comfort zones

Can work on areas they need to improve

skills of a winning sales person4
Skills of a Winning Sales Person

Understanding customer objections

Based on market trends

Competitor offerings

skills of a winning sales person5
Skills of a Winning Sales Person

Identifying buying signals

Enable customers to make a choice

Reassure the customers of their decision

skills of a winning sales person6
Skills of a Winning Sales Person

Negotiating and closing skills

Offers and discounts possible

Clauses non-negotiable

skills of a winning sales person7
Skills of a Winning Sales Person

Listening skills

Questioning skills

Knowing the product

Recognizing the process

Understanding customer objections

Identifying buying signals

Negotiating and closing skills

Can sales people acquire these skills in a 2-3 day training program?

skills of a winning sales person8
Skills of a Winning Sales Person

Training sales people on all the skills they need for selling is difficult through a classroom training session.

Limited time

Limited reach

Can there be a structured continual support?

Can there be a structured continual support?

collaborative learning environment
Collaborative Learning Environment

Features of a collaborative learning

environment

Bite-sized learning modules

Access through multiple devices

Available in multiple formats

Interaction with peers through chats and discussion forums

Push and Pull content for learning

collaborative learning environment1
Collaborative Learning Environment

Ideas for skills building through a collaborative learning environment.

Resource pool that can be populated on the learning portal

listening skills
Listening Skills

Develop listening skills

though bite size modules of listening comprehension

questioning skills
Questioning Skills

Get them to ask the right questions

  • Use scenarios, short clips and quizzes
sales process knowledge
Sales Process Knowledge

Reinforce process knowledge

  • Online refresher training
product knowledge
Product Knowledge

Product Knowledge through eLearning & mLearning modules

selling strategies
Selling Strategies

Handling customer objections

Identifying buying signals

Negotiating and Closing Skills

social learning
Social Learning

Wikis, Discussions Boards, Forums etc.

conclusion
Conclusion

Winning sales people are said to possess certain specific skills-set.

Online training methods can be creatively used effectively, to build these essential skills, in a sales person.

A collaborative learning environment with all the essential resources can be a useful learning platform for a sales person.

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