Sales Training

Sales Training - Sales techniques using work profile essentials
Without successful sale people, a company limps rather than runs. Traditionally sales staff have been trained in basic selling skills. Every year another round of sales training modules are added to what amounts to a reinvention of the same wheel.

Successful sales people are often the ones who naturally create a union between themselves and the buyer. Many have been around for a long time and have built up their own contacts. What your business really needs is for all sales staff to be able to copy this success.

At BIA we aim to offer an in depth understanding of the relationship between the buyer and the seller, as well as the interaction between the buyers environment and the sellers. These issues may sound complex but are in fact quite simple to define. If someone is able to turn on a simple light switch that opens up a new vision of what it takes to close a deal, then this is what we aim to achieve. We will assume that your sales people have basic selling skills, these never change. By giving your sales team a new dimension of understanding about basic people interaction, we believe we really can make a difference. Just to make sure, we will also offer mentoring and on site field sales assessment to ensure the training has been effective.

Sales Training - Concept selling for Sales Managers
Selling techniques have changed drastically over the years. Professional buyers no longer need product sales people to bombard them with product information, with the possible exception of very specialist or technical products. Even then, there is now so much information available over the web, that many new salespeople can expect the buyer to be more knowledgeable than they are.
Given these facts it is therefore hardly surprising that sales managers are asking for their sales people to find a more effective way of selling. The term “concept sale” is now common, but what does it really mean? What does the sales manager need to do to bring this methodology to a team of sales people who have no idea how to go about it.
At BIA, we aim to describe the way in which a sales organisation needs to restructure it’s sales process to bring about the necessary changes for “Concept Sales” to be an effective route to market. Once this has been achieved, we will further offer to retrain the sales force in the methods dictated by the company. The outcome of such a change should be designed to offer all sales staff the same opportunity to be successful, rather than leave it to chance, and the sales manager ultimately more control over the outcome.

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