Surveys claim that 65% of salespeople don’t know how to or just don’t differentiate their products from competitors (and so are left with the price objection). At PSD we help salespeople understand why this is important, show them how to do it as well as when to do it for maximum impact, helping customers choose your product/service over your competitors’ so you convert more leads into orders and do it selling at your price (helping you achieve maximum profitability)
It is cited that a staggering 80-90% of UK companies don’t train their salespeople with regards to selling skills. Whilst they may be given a lot of product training, without sales skills development many will struggle to make that product knowledge count. A 2013 Gartner study confirmed this stating that buyers had revealed 74% of sellers focused on product in their sales presentation rather than understanding the prospect’s situation and desire (plus their ability) to change. As well as furnishing your salespeople with the professional selling skills needed to succeed in today’s competitive markets we help your sales team understand your prospects’ situation, add value, differentiate your offer and build desire in your prospects so they want to buy from you, leaving your salespeople ‘streets ahead’ of your competition
An Accenture report from 2014 identified that 77% of buyers didn’t believe that salespeople understood their business – and didn’t believe they could help. Prospects choose to buy from salespeople they believe that can help them. At PSD we share with your team techniques, disciplines and skills of top performers from a range of industries that help your team understand your prospects and what they are looking for. We then share how your team can demonstrate that you can help your prospects get it, helping you convert more opportunities into sales and turn more prospects into customers
Surveys regularly show that up to 75% of purchasing decisions are based on how buyers feel about the salesperson they are dealing with rather than on the product/service itself. PSD sales training helps salespeople be more professional so they develop and demonstrate confidence in their skills, product/services and company, build rapport and demonstrate value so your team ‘tick all the boxes’ to be the supplier buyers choose to deal with. As such your salespeople and your company will be the ones your prospects want to and ultimately do decide they want to do business with
Some purchases require more time and deliberation; as such buyers may have a number of objections before committing. On bigger/more important purchases and projects buyers can have multiple objections before deciding to go-ahead. Research constantly demonstrates that most salespeople have given-up and stopped selling when faced with repeated objections (various surveys claim up to 90% give up at between 1 and 4 objections). We show your team how to handle objections and stay in the conversation. More importantly still, we share how to eliminate objections so more prospects will say ‘Yes’ to you more often
According to salesforce.com only 54% of salespeople sell to and have a relationship with more than 1 person at a customer/prospect account (limiting their potential with that account). We help your team understand why this is (despite most salespeople knowing they should have more contacts at customers) and help them develop strategies and disciplines to ensure they are better connected. In doing so they give your customers more value in the process which leads to increased turnover and longer term, more profitable and professional relationships for both parties
We're the only sales training company that does this. We're so confident what we do will work for you that we'll give you 100% of your money back if you don't achieve an agreed significant increase in sales &/or profit.
If your current sales training provider doesn't do this, it's time you took a look at us.
We trust our 100% money-back guarantee will give you confidence that we can help you develop your sales team so they can achieve more and be the best they can be. Click below to return to our programs and seminars page to choose how we can help you
We appreciate that you'll have many things to take care of and that you may not have planned to invest in training at the moment. Like us though you'll know that great sales training is eventually self-financing via increased sales and improved profitability that you'll benefit from when timing is better. Sign up for our newsletter and we'll send you a complimentary copy of our eBook the Golden Rules of Selling (worth £5) to say thank you. You'll hear from us every time we publish a new post on the Wit2S* blog as well as to let you know when there's a new episode of the Wit2S* podcast. You can also be among the first to know when there's a new program/seminar/event or eBook. *Wit2S is a trade name of Professional Sales Development and stands for What It Takes To Succeed.