Training is Vital to Success
This week I went on my first training course, I was unsure as what to expect as I am new to the world of work and training courses. I went into it very open minded as to what would happen and how comfortable I would be speaking in front of people I’d never met. I knew what I wanted to achieve in the day and what I wanted to come back with. My personal objectives were to understand more sales techniques and become more confident in selling.
I learnt many different things throughout the day such as many different sales techniques. I learnt how much of an impact tone of voice has on people, especially when communicating over the phone. One of the major sales skills I learnt about was negotiation. Everybody needs to negotiate from time to time; at work, at home, as a leader, as a sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed.
On my training course I also learnt about the different types of sales people.
Guru’s – Use logic in sales and set themselves the task of becoming an expert.
Instant Buddy’s – Theses Sales People are warm and friendly. Also genuine and carry on the rapport.
Hard Seller’s – These use pressure tactics to secure the sale. It can be seen as harassing.
Networker- Good at growing the business as they spot opportunities.
Consultant- is a mix of a buddy and guru. They know the product but also they know the customer.
I also learnt about the 80/20 rule. The 80/20 rule states that 80% of sales are produced by 20% of the sales team. Research made by Herb Greenburg, Harold Weinstein and Patrick Sweeney concluded in their research that: 55% of people on earning a living in sales should be doing something else. 25% have what it takes but should be selling something else. The reaming 20% are the top sales people. The top sales people are; ethical, don’t use deception to secure sales, know that closing the sale is the start of a relationship, work to solve their customer’s problems and manage their sales territory with short and long term goals.
As you can see I have gained a vast amount of knowledge from just one of these training courses. This allows me to use the sales techniques in my current and future jobs. I am now more confident which will reflect on the business and the clients will see that. This will increase the likelihood they will use us to recruit for them. This obviously increases money coming into the business and also spreads the name of Citizen so that’s why training is vital.