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Wit2S

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Why should you train your salespeople?

The problem:

Sales is a results-orientated career where even the most successful sellers face repeated rejection, a range of objections and numerous prospects who don't want to talk to them.  It isn't widely viewed as a profession, so people are expected to find their own way of doing the job.  Even where companies do offer training to their sellers, its usually only product/service related.

The solution:

Training salespeople with selling skills enables them to deal with these challenges so they can produce higher, tangible results.  Effective sales training covers 3 types of learning; 


  1. it reinforces what they already know and motivates them to improve what they already do
  2. it enables them to use skills and knowledge they are aware of, have previously learned but don't apply
  3. it introduces them to new skills, tools, tips, disciplines and techniques so they are better prepared and more capable to succeed

The advantages of training your salespeople:

They'll be better prepared and skilled to convert more opportunities, to stand out from the competition and help your prospects and customers want to choose to do business with them (and you!)

The benefits your business will gain as a result:

There are many benefits of training salespeople including but not limited to your team being able to:


  • increase the number of sales made and total sales value
  • increase the amount of new business developed and won
  • increase average order value
  • increase average customer spend, improving share of wallet
  • improve profitability by selling at higher prices
  • improve prospect perception of your products, services and company with you seen as the supplier they want to do business with
  • improve seller confidence and motivation which will enable them to close more sales more often and be more motivated to go after additional, new business
  • improve customer relationships so they (and you) get more opportunities (through repeat business and referrals)
  • reduce lost time as they become more efficient and better organised through improved planning and preparation
  • reduce unnecessary discounting (e.g. they'll stop matching competitor pricing to win orders)
  • save wasted money and lost time spent on excessive travel, accommodation and related expenses
  • improve efficiency by ensuring every sales contact activity has an objective, opportunities are continuously progressing and the seller is prepared so things can develop
  • gain new customers and grow market share
  • identify and develop new markets for your products and services

Contact us to discuss your needs

Our sales training, coaching & consultancy

Topics covered:

We train/coach salespeople through the entire sales process from lead generation through to account management and/or every stage in between including:


  • Prospecting/targeting and winning new business – how to create desire for your offering so prospects want to talk to you
  • Questioning skills – how to uncover and understand genuine needs you can match your product/service to
  • Features, Advantages and Benefits including USPs – how to build value and differentiate your offering from any 'perceived' competition
  • Presentation skills – how to deliver a message with impact, engage your audience and leave them remembering you and your message, leaving prospects wanting to buy from you
  • Objection Handling – how to handle objections and better still, how to prevent them from occurring in the first place
  • Negotiating a deal – how to reach an agreement where both seller and customer feel they are getting the best possible deal
  • Closing – understanding what closing is and when we do it, strategies on how to gain commitment


We also cover key account and sales management topics.

Coaching services

As well as offering the above training we provide sales management and strategy coaching.   This can be utilised for new hires, team members on a career development track, preparing them for the next stage of their development or for managers who may be going through a challenging time and need some support.

Consultancy services

Covering a wide range of services including reviewing and helping develop selling tools and aids to ensure salespeople give themselves the best possible opportunity to succeed, sales management, sales plan writing and developing sales strategy for your business.

Our approach

Both training and coaching can be offered on a 1-1 or group basis.  Sessions can be held in person, on-line or ‘in the field’ as required.  


Consultancy can be offered on an in-person and/or on-line basis.

Contact us to discuss your needs
You may be wondering ...

Why choose Wit2S to train your salespeople?

Training salespeople should lead to higher, tangible results including increased turnover and improved profitability.  When that doesn't happen, it is usually due to a lack of implementation post-training, as a result of 3 main causes:

Why salespeople don't implement what they've learned ...

Suitability

Hard work & uncertainty

Hard work & uncertainty

  

What they’d learned didn’t really fit the real world (at least not their world) 

Hard work & uncertainty

Hard work & uncertainty

Hard work & uncertainty

  

They were left with a lot to do to make it fit their products/services, industry and make it relevant to their prospects (without any real guidance)

Lack of support

Hard work & uncertainty

Lack of support

  

There was little/no support after the training

So what's different about us?

At Wit2S we have developed sales training that works

Besides improving your team’s skills (which all good sales training should do), understanding the issues, these are 7 reasons why companies choose us to train their salespeople:


1.  Our programs are tailored to suit your industry, products and services.  We don't believe in a 'one-size-fits-all' approach, meaning content delivered is applicable to your team, customers, prospects and marketplace.


2.  Our programs and seminars contain practical information based on skills, techniques, disciplines, tools and tips of top performers from across a range of industries, modelled and proven to work for others – this stuff works!  All material is based on over 30 years of continued development, gained from researching sellers across a range of industries  


3. We explain both what to do and why it should be done, dramatically improving a delegate’s capability to implement the knowledge learned and to act upon the ideas discussed


4. Our programs and seminars are packed full of information relevant to today’s salespeople – there’s no ‘padding’ to fill time 


5. We’re enthusiastic and infectious – our trainers still sell and love selling


6. We give candid, valuable feedback on how programs have gone and delegate’s involvement and willingness to learn and apply what they’ve learnt, helping the individual, manager and business get the maximum return on your investment


7. We support our clients and their salespeople with follow up sessions to see how they’re getting on with the learning points and guide and assist them to get the most out of the material covered to maximise return on investment

PSD - sales training that works

Sales development training that works

Contact us to discuss your needs

Newly employed or experienced salespeople? There's more ...

Further reasons to train your salespeople ...

In many industries today the average sales employment longevity is approximately 2 years. For new sales employees it can take that long to get fully ‘up to speed’ so the danger is the employers never see the full benefit of recruiting them. After 2 years typically the ‘good ones’ (who are delivering results or have the potential to) can leave tempted by a ‘greener grass’ and the not-so-good ones (those underperforming and/or who lack potential) will either have been ‘found out’ or will probably be managed out. In both situations you will have spent considerable money and time on them (especially with recruitment company fees) and you risk not getting a return on it. 


Investing in sales training and development for your team shows you value them (important to your better performers giving them an additional reason to stay with you). It also helps those within your team who have untapped/under-developed potential to become top performers by giving them structure, confidence and by improving their existing skills (sometimes those deemed 'not-so-good' just need support and encouragement). Either way your team will be better equipped to sell more, more profitably.


For more on this read our blog post:

Why Most Newly Employed Salespeople Don't Last More Than 2 Years

Contact us to discuss your needs

What our clients say about our training

6 Modern day selling statistics to be aware of ...

There are 6 statistics about modern day selling that you may be surprised by, supporting why modern salespeople should be trained.   In light of these when your salespeople are well trained, they, you and your company can be seen to be ‘head and shoulders’ above all others so you continue to increase your sales, improve your profits and beat your competition ...

learn more

Not a good time? No worries; sign up for regular sales tips

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. The great news is that good sales training is self-financing via increased sales and improved profitability that you'll benefit from when you decide to proceed.


You can still benefit from tips to ensure you stay sharp, do more of the right things more often and be motivated to achieve more. Sign up for our newsletter and become part of the Wit2S community, we'll send you our Sales Energy Thinks every time one is released to help boost your daily sales performance and results 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.


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