Any sales training guide should ultimately impact how selling is conducted in any organization. For a company to win, their salespeople have to win.  The more a salesperson trains, the more likely is that they will generate more revenue for themselves and the business. Successful selling needs continuous upskilling to keep improving close rates, customer engagement, higher value sales and a more motivated sales team. Well trained salespeople are more skilled at approaching prospects and existing customers. They know how to ask the right type of questions, they can uncover needs, have meaningful sales conversations, build trust and when the time is right, offer the right solution. An organizations sales training guide must boost the confidence of the sales team when it comes to using sales tactics and strategies. Sales Training Guide Insights Most salespeople are hungry for success and a long career in sales. Getting access or exposure to the right sales training can go a long way towards helping them achieve their goals. Like any skill, acquiring the knowledge to improve selling results can be a steep learning curve whether that is a someone who is new  or the more experienced salesperson eager to expand their skills or take on a new sales role. So, with the right topics, lessons and delivery in place, sales training can turn team all members of the sales team into effective sellers. Here are some sales training guide ideas to consider. Sales skills Focus Understand what is selling. So, in selling, a customer-focused solution should be the end result of all efforts in the process. The role of the salesperson is to be really effective, so the actual sales activity must facilitate the decision making for the customer.  To do this, salespeople must be able to. Open meaningful conversations with a customer. Understand the business issues of the customer. Help customers to understand these issues. Build an effective solution. Link the proposed solution to the issues. Paint a picture of what the future looks like. Gain commitments along the way to keep the sale moving forward. Selling change. Buyers are most likely to rethink their current position or reset pre-established buying criteria only when “given a reason to change,”. The buying decision is the result of both how well information was transferred from the business to the buyer, that buying has been made easier and the believability of the information.At the most basic level, it’s important to understand that most people buy for one of two reason –– they buy to move closer to pleasure or to move further away from pain. People buy to move closer to pleasure or further from pain (or in some rare instances both), so when selling any product or service be very aware of why that customer is buying. To improve selling opportunities, salespeople need to understand the buyer, their pain, what they want to gain and then they need to add value to open the buyer to change. Selling today is all about recognising the true motivations of buyers and aligning conversations, presentations, and solutions to match their needs and desires. One study published in the Journal of Personality and Social Psychology shows that getting a person to agree on one issue will boost the likelihood of getting their agreement on another issue.Psychology tells us that people do not like making tough decisions, so we need to make buying easier. Measuring sales progress. The only way for salespeople to know whether their sales efforts (ROSE- Return On Sales Effort) is successful is by monitoring their sales progress. In the sales training guide, there should be a section on how to improve sales outcomes, topics on how to identify Yes Commitments or Yes points at each of the stages in the sales process that can be tracked and improved upon. Yes Commitments = One commitment at a time. Yes Points = Series of Yes commitments that the salesperson wants in any sales stage. The sales training should start by breaking the sales process down into its logical chunks, such as, for instance: Prospecting Discovery Presenting Value For each logical stage in the sales process, identify the Buyer Yes’s that impact the sales teams ability to move a sale OVER and not just UP. Competing for mindshare. In any sale, salespeople aren’t simply competing against competitive offerings. They are competing for “mind share” (5 Why’s of why listen, why care, why change, why you and why now ). They are competing for internal resources, competing against alternatives including The Buyers Status Quo.  Competing against internal Buyer Roadblocks also known as the silent stages.  To overcome roadblocks, salespeople must understand that the Decision-Making Journey relies on active decision making, with a focus on cognitive and behavioral influence and engagement. Research shows that significant challenges faced by salespeople when selling into an organization include the lack of urgency of the part of senior management to implement new technologies, as well as the necessary budget to move forward with these initiatives. In contrast to the salesperson, the prospective buyer does not share the same focus on just one offering. They are looking at multiple even overwhelming numbers of things that they could invest in. Salespeople have to overcome the many implications that a potential customer must consider before purchasing any offering. Implications include concerns about change, risk, user-training — the many tangible and intangible factors that are associated with the actual adoption of a new offering. Be clear on who you sell to. The sales training guide should pinpoint who the company sells to. As with most things’ sales, the simpler, the better. As customer target selection is directly linked to “creating an organizations value proposition”, defining one to maybe three target customers will do a much better job when it comes to customizing the various value propositions, go-to-market plans, and the sales activities mapped to the customers’ needs. Truly understanding who the target customers are is a fundamental step to almost any type of strategy and sales training. One of the easiest ways toSales Training Guide Insights