The economic ecosystem is getting more and more competitive – gone are the days when one advertisement or a sales call could convince people to open their wallets. Digital marketplaces and the Internet have made things super tough for traditional sales teams; giving rise to a new type of customer who is extremely knowledgeable and well-researched – they already know what they want and turn to friends and people they know and trust (like influencers) to pick their products or services.
While the B2C market must emphasise customer engagement as a sales methodology, the B2B sales processes still work largely on the traditional sales model of prospecting, convincing, and closing a deal. In this scenario, a strong sales team can greatly influence people’s decision-making. Hence, enhancing your team’s sales skills can have a direct result in your business’s profitability.
Naturally, when you hire someone for a sales job, you consider their past experience and personality during the interview. But this doesn’t mean they will be able to sell to YOUR TARGET COMPANY or will get a deep understanding of YOUR INDUSTRY overnight. Their past experience might not translate to your job profile on day one.
To make sure your sales team has the product/service or brand knowledge to represent your company convincingly to prospective clients, it is best to equip them with in-house training. This could be product knowledge, pricing, or a presentation as well as information on current clients, sales scenarios, and questions that generally come up during the sales process.
A sales team is made up of people with different levels of skills – while one person might be great at negotiating and closing, another might be better at making presentations and pitching to new clients. Sales training is a good way to ensure everyone gets the chance to enhance their skills and learn new ones.
Here are some selling skills and tools that can help salespersons reinforce customer interactions and surpass their sales goals.
By far, the biggest and most important skill needed to succeed in the sales ecosystem is communication. A sales training programme concentrates on providing holistic communication skill enhancement, this includes –
Conversation – whether you are talking on the phone or speaking to a client face-to-face, communication skills can make or break your deal. From the introduction to sentence formation to listening actively to nonverbal communication – a conversation has many parts that must come together at the speed of thought to be convincing.
Sales training tackles many of the Dos and Don’ts of usual sales scenarios and offers tips on how to improve verbal and nonverbal communication.
Business writing – apart from conversation, a salesperson also engages a lot through email and sometimes through phone text messages. Sales training usually covers the writing communication style, as well.
Presentations and pitching – no business meeting is complete without a presentation! In fact, they are usually the initial, go-to document for all sales pitching sessions and are widely circulated via email as well. Sales training also teaches the art of building a logical and good-looking presentation AND teaches salespersons how to present it confidently and clearly.
Negotiation – not every sales situation requires a negotiation, but there are many that require some sort of compromise to close the deal. Most sales training programmes spend a fair bit of time on teaching participants how to communicate in a way that avoids conflict and ensure both parties feel they have got a fair deal.
Like everything else in the business world, sales also follows a process. It might seem like a lot of is based on personal rapport, but in reality, salespersons must adhere to a template or process to keep their sales effort moving in the right direction.
Sales training acquaints participants with the various stages of a sales process in relation to their organisational product, target, or goal.
For example – the usual 7 stage sales process includes research, prospecting, needs assessment, pitching, objection handling, closing the deal, and follow-up. A salesperson can learn best practices, new technology, and methodology from tailored sales training that might not be a part of his/her previous experience.
Salespersons hear NO a lot! They also regularly live in high-pressure work situations where meeting targets are put on a pedestal. Not everyone can function effectively in such an intense environment.
A vital part of sales training is also helping participants develop a mindset that gives them stability in the long run.
Your sales team is the final step of the entire sales process – they not only close the deal but also represent your company to potential clients. As competition heats up, their role becomes even more critical; for an organization, apart from hiring the best talent, the only way to meet growing sales targets is to enhance the skills of the existing team. Because no matter how evolved a person’s communication skills are; there is always room for improvement.
Placement season can be a stressful AND a very confusing time for youngsters. On one hand, you have to deal with the pressure of starting your career on the right note and on the other, you are bombarded with a lot of pretty conflicting advice.
Be confident, but don’t be cocky.
Give detailed answers, but don’t talk too much.
And my favourite – BE YOURSELF!!
It’s no wonder then youngsters on the less-confident, more-introvert spectrum sometimes gets left behind in the placement race. Many of them are brilliant and would likely prove to be valuable employees, but a hiring manager never gets to see their value in a chaotic group discussion or a short interview.
But placement season can trip up the confident and smart ones too. Sometimes, in order to stand out, they tend to overplay their hands. The desire to make an impression could make them talk too much or say the wrong things.
So, how do first-time job seekers find a balance? Well, clearly, practising for interviews in front of the mirror is not going to work – what youngsters need is professional guidance – from someone wiser and experienced in the art of cracking the job placement process.
This is where training for placements becomes a valuable tool for students preparing to start their professional journeys. At SoaringEagles, we conduct a group-based, weekend program called Acing Placements. This is an experiential learning program, which uses a combination of self-assessments, role-plays, and a host of mock sessions to prepare students for group discussions and personal interviews.
Let’s take a deeper look at what our placement training program offers and how it can benefit the students.
How can you present your best side or manage your weaknesses if you don’t know what they are?
At Soaring Eagles, we believe that we all have strengths and weak spots; but when we understand our personality, motivations, and triggers, only then can we control them or turn them to our advantage – not only in an interview but also in other situations that might arise in the years to come.
We use a variety of tests and self-assessment exercises to help students understand themselves better. Along with this knowledge, we also help them maximize their assets and work towards covering their weak spots.
Participants can –
Every organisation has unique job requirements, culture, and approach. Do your skills fit into this?
An important part of our training is to help participants understand how to research companies and analyze the offered job profile. Students can use this information to tailor their resume and approach for each organization. They can highlight their skills and abilities to align with what the organization might be looking for.
Group discussions are no one’s favourite! It is a strained conversation, where it’s hard to find the right balance between being too aggressive or too shy. But it is the first big filter of the placement process; to get a chance for one-on-one interview students NEED to get through this part.
Training can be really helpful to help students pass this stage with confidence. With practical mock discussions and lots of tips, we help students prepare well for these sessions.
Students learn –
If the skills on the resume match the job profile, then the student is halfway to the finish line already. Now all the youngster has to do is to back up what’s on paper with his/her personality.
For this confidence and clarity is key. From communication skills to stress management, our training sessions are geared toward ensuring that students enter the room at their best.
The session focuses on –
There is little doubt that approaching a placement situation with professional preparation and guidance can increase the chances of landing the job, but the benefits extend far beyond that.
The skills learned here are not just limited to the upcoming interview – abilities like communication or body language can be used for the rest of a participant’s professional career.
At Soaring Eagles, we conduct group-based placement training sessions. So if you are an educational institution looking to give your students an extra boost for the next placement season then do get in touch. We will be happy to help!
Is your child having trouble managing time, assignments, and/or an increasing workload? Is your child feeling overwhelmed, shutting down and/or having fights at home? Is your child struggling to organize work, forgetting work, or lacking longer-term planning skills? Is your child not meeting their academic potential? Studying more hours or studying harder may not be the answer – they need to learn to study smart.
This Smart Study Skills program builds greater self-awareness of how they learn most effectively and provides exposure to the tools to be more efficient and effective in their work. Gaining mastery of study skills is critical for every student and once mastered, transforms them into independent learners who have the skills to be fully responsible for their own academic success. On completion of this program, you will not just find that their grades more accurately represent their intellectual potential, you will also see a growth in overall self-esteem, confidence, and the willingness to try new things.
Day 1 – Know how you learnThe focus will be on learning how our brain works and how everyone has different attitudes towards learning; understand growth vs. fixed mindsets and learn how to do an accurate self-assessment
Day 2 – The right way of learningThe focus will be on understanding how information needs to be processed for effective learning. Students will learn steps for learning in the right way for better understanding and recall.
Day 3 – Techniques to learn better in classThe focus will be on learning specific skills for being more effective in the class in terms of listening, taking notes and asking questions.
Day 4 – Best techniques for better recallThe focus will be on learning very effective techniques for enhancing memory and recalling information as required for exams and other evaluation methods.
Day 5 – Managing studies better and goal settingThe focus will be on figuring out how to plan our study and manage time better. Students will also learn how to manage their anxiety so as to remain positive and do well in exams. Students will set their goals and action plan for better academic performance.
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