How often do you come across a pushy sales person who does not listen to a word you say and is only interested in their own agenda? Or how often do you come across a customer service representative that couldn’t really be bothered so you find yourself simply walking out?

The science of Sales is a delicate balancing act. On the one hand you have the customer who has a need for a certain product or service on the other hand you have the sales representative who needs to try and maximize their revenues.

The most important part of any sales transaction is for the sales representative to understand customer’s needs. Sales representatives need to learn how to ask probing questions, how to offer potential solutions and ultimately how to fulfill those customer needs.

Sounds simple right? Well unfortunately there are a lot more factors at play than simply finding out about a customer’s needs and providing solutions.

For example buyers generally prefer to buy from people they get along with. As a rule people prefer other people that have similar personalities. So does this mean if your personality is totally different to a potential buyer you can’t sell to them? Of course not, Sales Training will teach you the art of getting into rapport with customers, you will learn techniques such as matching and mirroring will allow customers immediately feel comfortable and at ease with you. Gaining a customers trust is a major step towards making a sale.

Good Sales training will also teach sales representatives proper sales etiquette, communication skills, how to prospect for new customers or clients, how follow-up with clients and how to handle objections.

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