| Step 1: Introduce you and your business or | | | | company's image. It could be the high quality |
| product | | | | service you offer, your history in the market, |
| Start with your name and hand the prospect | | | | specific benefits you offer to customers, or many |
| your business card. A good sales technique at this | | | | others. This can often be a sales technique where |
| stage is to add something about you that could | | | | many small business sales people have an |
| be of benefit to the customer. Don't just call | | | | advantage over the large corporations. They can |
| yourself a sales representative as that offers no | | | | have a more unique main selling point that |
| benefit to the buyer and may make them | | | | differentiates them from the rest. A good |
| defensive. You want something about you that | | | | professional sales training tip is to start thinking |
| supports your objective of closing a sale. This | | | | about your company's sales angle. Are you priced |
| could be your position in the company, especially if | | | | focus and offer the cheapest prices. Do you have |
| it is your own small business. Maybe you have a | | | | excellent customer service, or are your products |
| technical qualification or a title that will give the | | | | unique in some way. Find that sales angle and add |
| customer confidence in you and what you | | | | it into your sales introduction stage of your sales |
| present to them. This can be a really effective | | | | process. |
| selling technique if you use an advisory sales style | | | | Step 3: The reason you are there |
| or sell a technical product. | | | | Step 3 is the most important line of your sale. It's |
| Now follow your name with either your company | | | | the reason why you are there, and the reason |
| or product details. This is a good professional sales | | | | why the customer should carry on listening to |
| training technique. You are looking to give the | | | | you. This is a professional sales training must do |
| buyer points of reference. This is how we | | | | action. If you want to be successful in sales you |
| navigate through new situations. We look for | | | | must become fully competent at using this sales |
| information we are familiar with. So give your | | | | technique. Start by putting yourself in the buyer's |
| customer clear words and phrases that allow | | | | position and think what you would want to hear |
| them to quickly find something similar to what | | | | that would grab your attention and retain your |
| you do in their memory and experiences. Many | | | | interest. Start with the phrase, I'm here today |
| sales people make a common mistake here and | | | | because, and see what naturally follows. The |
| use technical jargon. The best sales techniques to | | | | reason you are there must be a big possible |
| use here are to keep it simple and let the buyer | | | | benefit for the customer. You are not there to |
| find familiar territory. If the buyer will recognise | | | | see if you can sell them something. Be creative, |
| your company name and know instantly what | | | | think in terms of benefits, and write a list of |
| you supply, then use it. If your products, or types | | | | possible gains the customer could get from |
| of products, will be more familiar then include | | | | listening to what you have to say. Here are some |
| them. If the buyer will not have heard of either | | | | examples I have recently used while coaching field |
| then relate your products to something they will | | | | sales people: |
| know, such as what your product will replace, or | | | | I've asked to meet with you today because: We |
| the main competitor. | | | | are specialist in supplying your industry. We have |
| Step 2: Your main selling point | | | | improved productivity for many companies like |
| Step 2 of this professional sales training on building | | | | yours. I have a new product to show you that |
| a sales introduction is to start grabbing the buyer's | | | | will... Our products can give you... I recently met |
| attention. In step 1 you have used just a few | | | | with... and they said you might benefit from... |
| quick lines to introduce you and your company or | | | | That's just a few ideas to get you started. Now |
| product. Now tell them what your main sales point | | | | write your own list and make it specific to your |
| is. In years gone by this used to be called your | | | | company and your products. Build up the possible |
| unique selling point, or USP. Nowadays it is very | | | | benefits for your customers, and make yourself |
| unlikely you will have a unique selling point because | | | | stand out from the rest. Use this professional |
| as soon as a company gets one it is soon copied | | | | sales training and you can quickly build an |
| by the competition. | | | | effective sales introduction stage for your sales. |
| Your main selling point can be related to your | | | | |