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8 ideas that will help you create effective sales training
1. Understand the customer’s needs.
Look at your products from the customer’s perspective and include a detailed description of your potential customers’ profiles. In this way, your salespeople will be able to offer them the most suitable product.
2. Describe your product portfolio.
Salespeople need to know all the products offered very well. This will help them steer the conversation toward a specific product that meets the customer’s needs.
Products can be presented with the help of infographics, tables, charts, etc..
3. Describe competitors’ products.
When creating your training, you cannot leave out information about the products of your main competitors. Compare them with yours and visualize the data in a table.
Your salespeople need to be able to answer questions such as “Why is your product more expensive?”, “How is it better than X’s?” and so on.
4. Use scenarios and real-life examples.
To make your training interesting and engaging, include a scenario or real-life examples. This way, your salespeople will understand how they should react in real situations.
Help them understand what your customers need and the challenges they will face in their daily work.
5. Use short modules.
Going through the individual modules should not take more than 3–5 minutes. That way, learners will be able to easily absorb the needed information without getting bored.
6. Use video.
To describe your products, you can use videos that serve as a demonstration of their capabilities. Learners can watch the video as many times as they want, as well as show it to potential customers.
7. Add simulations.
To make your training clearer, you can add simulations. You can create the simulations based on product user guides, and add images or animated characters.
8. Assess the salespeople’s knowledge.
At the end of the training, don’t forget to assess your salespeople’s knowledge. Otherwise, there is no way to know whether the set learning objectives have been achieved.
Use these tips when creating your sales training and increase the effectiveness of your sales department.
Source: http://blog.commlabindia.com/training-solutions/online-product-sales-training-8-tips.
