Archive for the ‘Field sales training’ Category
Wednesday, January 6th, 2010
Questions really are the answer. It is true that good and effective questioning skills are key to building good relationships with your customers and prospects. And remember that everyone is a customer, it’s just that some of them haven’t bought from you yet !
Questioning skills are key to building good relationships with customers
I was with a customer yesterday who was talking about the fact that his sales team who deal with customers on the phone and on the trade counter don’t readily offer alternatives when a customer asks for a product which is out of stock. This is so important for a number of reasons.
First it is important to remember that a customer who calls you on the phone or in person really wants to go away with their problem solved. They don’t really want to have to try somewhere else or phone around. So in fact, by offering alternatives you are potentially solving a problem for them. Be proactive – it is good selling and good customer service.
Secondly a customer or client can often go away with a solution that they’re happy with, or in some instances happier with than what they thought they needed ! Use your experience and expertise to offer them other things they may not be aware of.
And the best way of offering advice and alternatives is by questioning. Only by using quality questioning skills will you be able to find out all you need to know about the customer’s application and their requirements. That is important as the advice you come back with, is likely to be more useful to them. They will also respect the fact that you’ve listened and shown some interest in them.
Questions then really are the answer, as they help you find out the things you need to know and at the same time it helps you build rapport because you show interest. It works for professionals such as lawyers, accountants, detectives and doctors. Let it work for you too.
To Market runs training sessions that include beefint up your questioning techniques across the West and East Midlands including Birmingham, Coventry, Derby, Nottingham, Daventry, Solihull, Lichfield, Northampton, Milton Keynes, Corby, Kettering, Wellingborough, Leicester, Northampton and London
Tags: advice for free on telephone selling, free sales tips, sales advice, selling more on the phone, selling on the telephone, telesales advice
Posted in communication skills, customer handling, Customer Service tips, Field sales training, Selling advice, telephone techniques, telesales, Telesales tips | No Comments »
Friday, November 20th, 2009
How to deal with – “I’m happy with my current supplier.” This is one of the most common objections you face in any form of selling. As a result it is worth building some ‘script’ in your head at least to help you combat it.
After all, if you can make 10% difference to your success in handling this objection, think what difference this would make to your sales results.
Happy with my current supplier - how to deal with that old chestnut
There are many things you can do and say to deal with such objections. Follow this link to the full article we’ve written on ezine http://ezinearticles.com/?Objection-Handling—Im-Happy-With-My-Current-Supplier-Thanks&id=3289726
It is also worth spending a little time with your colleagues brainstorming some ideas. Combining your ideas in this way builds synergy, creates team spirit and helps everyone. One of our clients has recently started doing this every Monday morning and is already seeing more positive results and a better team atmosphere.
Tags: dealing with objections, handling objections, overcoming objections, overcoming objections on the telephone, telephone selling, Telephone skills, telephone techniques, telephone techniques training, telesales advice, telesales training
Posted in Field sales training, Overcoming objections, sales development training, Selling advice, telemarketing, telephone techniques, telesales, Telesales tips | No Comments »
Friday, November 13th, 2009
Having a range of quality questions to use when talking to prospects on the phone can be massively helpful and can get you further than perhaps your competitors will on the phone. You may have done work on open and closed questions before. You may even have done them with us.
Questioning techniques for telesales and telemarketing
The next stage is to develop some great questions that will help you get that bit further. We were carrying out some work with a client in Kettering, Northampton recently and we were talking about how to deal with the objection “I’m happy with my current supplier thank you.” A quality question could be “ok that’s interesting, what is it about dealing with ABC that you particularly like ?” Whatever they answer is going to help you understand what is important to them.
If someone is considering a number of different options or suppliers, certainly a question which works well for us is “and how will you decide who to go with ?” or another way of asking the same question is “and what are the most important factors in helping you decide who to choose ?” As soon as they’ve told you that you know what you need to sell against. Forget everything else – just focus on what is important to them – which they’ve just told you !
Any tips you have for us, let us know at info@tomarket.co.uk. We’re always keen on new ideas.
Tags: dealing with objections, free tips on telesales, telesales advice, telesales ideas, Telesales tips, telesales top tips for free
Posted in communication skills, contract cleaners, Field sales training, Getting past gatekeepers, Overcoming objections, telemarketing, Telemarketing management, telephone techniques, telesales, telesales team management, Telesales tips | No Comments »
Wednesday, July 8th, 2009
The importance of customer profiling is key as finding customers in challenging economic times can be challenging.
Particularly within business to business markets profiling your customers to sell more effectively and easily should be straightforward. Even with consumer marketing, knowing something about the demographics of your customer by postcode will tell you some interesting things.
With B2B marketing, selling, telesales and customer service, taking some time out to look at who you sell to can be done in minutes. The things you need to know are the industry sector they’re in, and ideally the size of the company. For instance knowing whether they are a large, medium sized or small business is helpful.
Then profile other companies who are similar. If for instance you have a couple of key customers or clients in plastic packaging or fine chemicals distribution or the public sector such as councils, it may be that companies in this sector are spending at the moment, and/or doing well.
And the other tip is to look at your customer’s website to see how THEY describe the market they’re in. This is more useful than you deciding. Then use these terms and put them into Google to find others who do the same.
Tags: business growth ideas, customer profiling, marketing top tips, new account development, sales advice, sales techniques, small business growth, telemarketing, telesales
Posted in Field sales training, sales development training, Selling advice, telemarketing, telesales | No Comments »
Tuesday, May 19th, 2009
A one day business development seminar is about to be run for business owners and is fully funded in the East of England, the Eastern Counties including Cambridgeshire, Suffolk, Norfolk, Essex, Bedfordshire and Hertfordshire.
If you’re a director or business owner manager of a small to medium sized business in Leicestershire in the East of England your place at this £500 one day business development seminar may qualify for full funding. So to you – not a bean ! Not one shilling !
Funded is available through Train to Gain. The seminar is titled
How to win and keep more business
So it will cover elements of sales, customer service and how to motivate your team to build better customer relationships. And of course you will pick up ideas from other people like you (who run their own businesses) so good opportunities to network too with like-minded people.
If you think you may qualify, and you’d like more details on how to improve the sales and customer service functions within your company just let us know via e-mail. You can e-mail me directly and I’ll write to you personally with more details. If you have any questions in the meantime – pick up the phone and give us a call.
This seminar is ideal for business owners, and directors within companies in Cambridge, Bury St Edmunds, Newmarket, Norwich, Ipswich, St Ives, Haverhill, St Albans, Stevenage, Letchworth, Baldock, Hemel Hempstead, Luton, Leighton Buzzard, as well as the wider counties of Cambridgeshire, Norfolk, Suffolk, Essex, Hertfordshire and Bedfordshire
Tags: Bury St Edmunds, business development ideas, business growth seminar, cambridge, Ely, fully funded training, funded business growth seminar, Haverhill, Hemel, how to build business workshop, Ipswich, Luton, new business development, Newmarket, St Ives, Train to Gain funded training, training for business owners
Posted in business development, business growth, customer handling, Customer service management, customer services, Field sales training, Free training, Funded training, owner managers directors, Personal development, sales development training, Selling advice, seminar, Train to Gain funding | No Comments »
Monday, May 18th, 2009
Fully funded business development seminar – Birmingham West Midlands now launched for business owner managers and directors. This one day seminar is titled
How to win and keep more business
and so it covers elements of selling, customer service and team motivation – in fact everything you need to keep your company ahead of your competition and winning more business.
This one day seminar is fully funded through Train to Gain if you are a business owner or senior director, and meet the qualifying criteria as a small to medium sized business.
To find out more details just e-mail us to register your interest to me personally andrew@tomarket.co.uk. I will then make sure you get the full seminar details by letter or e-mail.
This one day seminar is aimed at business owners in Birmingham, Wolverhampton, West Bromwich, Oldbury, Wednesbury, Solihull, Lichfield, Tamworth, Burton on Trent, Coventry, Warwick, Leamington Spa, Stratford on Avon
Tags: birmingham, building new business workshop, building sales, Burton on Trent, business development seminar, business growth, coventry, customer retention seminar, developing selling, free business growth seminar, Leamington Spa, lichfield, Oldbury, personal development workshop for business owners, solihull, Stratford, Tamworth, Telford, Warwick, Wednesbury, Wolverhampton
Posted in business development, business growth, customer services, Field sales training, Free training, Funded training, owner managers directors, Personal development, sales development training, Selling advice, seminar, telemarketing, telesales, Train to Gain funding | No Comments »
Friday, May 15th, 2009
A one day business development seminar is about to be run for owner managers fully funded in the East Midlands.
If you’re a director or owner manager of a small to medium sized business in Leicestershire, Northamptonshire, Lincolnshire, Nottinghamshire or Derbyshire your place at this £500 one day business development seminar may qualify for full funding. So to you – not a bean ! Not one penny !
It is being funded by the government through Train to Gain. The seminar will be based on
How to win and keep more business
So it will cover elements of sales, customer service and how to motivate your team to build better customer relationships. And of course you will pick up ideas from other people like you (who run their own businesses) so good opportunities to network too with like-minded people.
If you think you may qualify, and you’d like more details on how to improve the sales and customer service functions within your company just let us know via e-mail. You can e-mail me directly and I’ll write to you personally with more details. If you have any questions in the meantime – pick up the phone and give us a call.
This seminar is ideal for business owners, and directors within companies in Leicester, Northampton, Kettering, Corby, Loughborough, Coalville, Oakham, Rutland, Market Harborough, Wellingborough, Nottingham, Mansfield, Sutton in Ashfield, Derby, Lincoln, Newark, as well as wider parts of Leicestershire, Northamptonshire, Derbyshire, Nottinghamshire and Lincolnshire
Tags: building business, business development, business growth seminar, business growth workshop, corby, customer service training, developing new business, Funded training, funding for business growth seminar, kettering, leicester, Lincoln, new business ideas seminar, northampton, Personal development, sales training
Posted in business development, business growth, customer handling, Customer service management, customer services, Field sales training, Free training, Funded training, owner managers directors, Personal development, sales development training, Selling advice, seminar, Train to Gain funding | No Comments »
Friday, April 24th, 2009
Good news is that there is a new sales course with partial funding available through Train to Gain.
To Market is now able to off you a one day course entitled the
21 things you need to know to sell more products to more customers
You can commission us to run this course in-house on your premises, or if you have less than 6 people for training why not join us at one of our open courses ?
For anyone new to selling, or someone just in need of a brush-up on technique with some top tips on selling skills and sales techniques this course is for you.
During the day we cover ;
§ Identifying needs
§ Getting past gatekeepers
§ Benefit selling
§ Questioning skills
§ Expression, energy, emphasis in the human voice
§ Opening the sales call
§ Dealing with objections
§ Call wrap-up
§ Getting commitment
Provided you are a SME (small to medium sized business) and you are the owner, a director or a senior manager within your organisation, and you undergo the training yourself, then there is funding available for this course through Train to Gain which means you get this one day course for up to 6 people for just £500. The normal fee is £1,500. So yes the government (bless them) will put £1,000 into training for you and your team.
What do you reckon ?
For more details and to register your interest just e-mail us at info@tomarket.co.uk and we’ll get the ball rolling for you.
Tags: Field sales training, funded sales training, getting past gatekeepers training, identifying needs, introduction to sales training course, introduction to selling, objection handling training, sales techniques, selling techniques, telesales course
Posted in communication skills, Field sales training, Funded training, Getting past gatekeepers, Overcoming objections, partially funded training, sales development training, Train to Gain funding | No Comments »
Wednesday, March 25th, 2009
Some good news, some genuinely good news. Free and partially funded marketing training is now available for you if you are in Birmingham, Coventry, Solihull, Lichfield and wider parts of the West Midlands.
We have managed to get access to a pot of money through Train to Gain which is available to you to spend on this business development programme. So if you are interested in gaining more customers, customer retention, growing your business through more effective customer acquisition programmes this training programme is for you. It will also cover elements of exceeding customer expectations, delivering customer excellence and other aspects of excellent customer service.
At this stage we are gathering names, so if you want further details about this programme which will start in the next few weeks, register for further information by e-mailing us info@tomarket.co.uk. There are some terms and conditions set down by Train to Gain, but the application process is easy and quick. It is important to state that this programme is available to directors, owners or ‘strategic business makers’ within the organisation only.
Places will be limited and as this training is free, or for the bells and whistles package – part funded, we are expecting it to sell out fast.
This really is a golden opportunity for all of you in sales management, customer service management and strategic decision-making within companies in Birmingham, Coventry, Solihull, Lichfield and wider parts of the West Midlands. So act today, registering interest does not commit you, and will make sure you’re at the head of the queue.
Tags: birmingham, coventry, free customer service training, free marketing training, free sales training, free sales workshop, funded training for sales and customer service, lichfield, partially funded training, sales development funded seminars, solihull, Train to Gain funded training, West Midlands
Posted in communication skills, customer handling, Customer service management, Field sales training, free customer service training, free telephone sales training, Goal setting, Personal development, sales development training, Selling advice | No Comments »
Thursday, March 19th, 2009
Some good news, some genuinely good news. Free and partially funded marketing training is now available for you if you are in the East of England, so this will help you in Cambridge, Newmarket, Bury St Edmunds, St Ives and the wider parts of Suffolk, Cambridgeshire, Norfolk and the East of England.
We have managed to get access to a pot of money through Train to Gain which is available to you to spend on this business development programme. So if you are interested in gaining more customers, customer retention, growing your business through more effective customer acquisition programmes this training programme is for you. It will also cover elements of exceeding customer expectations, delivering customer excellence and other aspects of excellent customer service.
At this stage we are gathering names, so if you want further details about this programme which will start in the next few weeks, register for further information by e-mailing us info@tomarket.co.uk. There are some terms and conditions set down by Train to Gain, but the application process is easy and quick. It is important to state that this programme is available to directors, owners or ‘strategic business makers’ within the organisation only.
Places will be limited and as this training is free, or for the bells and whistles package – part funded, we are expecting it to sell out fast.
This really is a golden opportunity for all of you in sales management, customer service management and strategic decision-making within companies in Cambridge, Newmarket, Bury St Edmunds, St Ives and the wider parts of Suffolk, Cambridgeshire, Norfolk and the East of England. So act today, registering interest does not commit you, and will make sure you’re at the head of the queue.
Tags: Add new tag, Bury St Edmunds, cambridge, corby, Derbyshire, East of England, free customer service training, free marketing training, free sales training, free sales workshop, funded training for sales and customer service, kettering, leicester, Leicestershire, Newmarket, Norfolk, Northamptonshire, Nottinghamshire, partially funded training, sales development funded seminars, Suffolk, Train to Gain funded training
Posted in Customer service management, Field sales training, free customer service training, free telephone sales training, Personal development, sales development training, Selling advice | No Comments »