There are many different resources a business can turn to when trying to determine the best opportunities for driving sales and reaching more consumers. While many businesses rely on the solutions offered by marketing and advertising strategies, these resources will only allow you to draw in consumer attraction. The most efficient way to generate sales for your business is to have a quality staff you can rely upon to build off that attraction and close deals on a regular basis.
An asset your company can rely upon when trying to improve the strength of your staff is found with sales training programs.
There are many different programs your business can take advantage of. One resource most businesses take advantage of is found with understanding modern selling techniques and how they assist you in capturing immediate sales as well as long-term loyalty. This is best displayed in the modern selling model you will be able to learn of through your sales training programs. With this model you can understand the four steps of a consumer’s behavior including awareness, understanding, commitment, and going forward.
The first phase of consumer behavior you will discover from your sales training programs relates to consumer becoming aware that they have a specific need to be filled. This need helps to generate demand and represents the first phase of client engagement since it creates an opportunity to attract consumers.
Once a consumer has become aware of a particular item they need, they have a tendency to go to different stores to find the best fit. This second phase of client engagement represents an opportunity to provide consumers with information on the goods or services your business provides as well as begin to establish an understanding that your business represents their greatest opportunity to invest into.
The next phase of the model begins to incorporate sales techniques as you transition a consumer from understanding your goods or services are the best available to them to now getting them to commit to an investment. This represents the first phase of client management utilizing techniques to close the sale and convince them this is in the best interests.
The final phase of client management and the modern selling model can be found with going forward. This represents the phase where you will be able to create an understanding and capture the commitment so you are now closing the sale. This is important since not only will a quality relationship be built upon this single sale it also helps build confidence in the possibility future sales.
By John Hester