Published: October 25th, 2021
Are your new reps facing
prospecting challenges? These challenges can be overcome by subjecting them to
sales prospecting training.
Reps are often resistant to
prospecting because of the high rejection rate, ineffective sales process, and
desperate pursuit of buyers. Nevertheless, the right program can help them make
a distinction between qualified and unqualified prospects, eliminate emotional
resistance, develop direct and indirect access strategies, neutralize false
There are numerous methods to
assist representatives in closing deals and improving their pitches.
The following tips will make the
training more successful.
The first step towards effective
sales prospecting training is making sure the reps know the product they are
selling inside-out. While most sellers can list the benefits and features,
sometimes, this type of knowledge is not sufficient. The person selling the
product should be provided with first-hand experience of using it.
Let us take SaaS companies as an
example. These providers offer their representatives complete access to their
software solutions, thus allowing them to put themselves in the shoes of
prospects and sell the features more effectively. The basics of every sales
prospecting training is to educate reps on the goods they are selling to overcome
any obstacles. Find out why is excellent
product knowledge essential in the field of customer service.
Another important step in sales
prospecting training is teaching representatives how to identify the ideal
customer. There are several important details to rely on when creating the
image, including customer demographic information like age, gender, and income.
These details can be conveyed in two ways, by creating customer personas and
using CRM data.
Moreover, the creation of customer personas can be performed by using special tools, which offer useful templates. These templates enable businesses to fill in demographic information, including age, profession, family info, location, etc. Besides these details, such templates include customer frustrations, goals, and motivations.
CRM data is helpful in the creation
of these profiles as well, as it identifies the main sources of leads and sales
activities. For instance, it can help representatives figure out whether their
customers come from calls or emails.
Effective sales prospecting
training enables trainees to educate themselves independently. The knowledge
base software is a significant tool, which helps employees train on their own. The majority of sales prospecting training programs are designed
to make prospecting easy and bolster the confidence of reps. Companies can use
other resources like product training materials, recording of successful calls,
employee handbooks, and customer FAQs.
Another useful strategy in this type
of training is providing reps with proven sales scripts. These are
indispensable in assisting representatives in understanding the tone of the
company and the approach they need to develop in customer relationships. New
representatives would appreciate getting cold-calling scripts or email
templates to help them get started.
Even though these outlines might
seem useless, they have proven incredibly helpful to trainees. As time goes by,
sales representatives can make adaptations to the scripts in accordance with
their style and strengths. This will help them to create a customized and
personalized sales pitch. Make sure to store the scripts in your CRM data to
provide instant access.
An essential aspect of sales
prospecting training is teaching representatives how to handle “what if”
scenarios. Businesses can rarely predict the reaction of prospects to a pitch,
but they might get an idea about their objections. Some objections are
universal, like the price point, whereas others are more specific to employers,
such as releasing a product with insufficient market awareness.
Regardless of the situation, reps
must be prepared to respond to common objections. For example, a prospect might
raise concerns regarding pricing, be skeptical about a certain feature, be
distrustful of your brand’s reputation, etc. These scenarios are inevitable,
which is why representatives need to do their best not to allow prospects to mention
such objections. See this URL, to learn about the
five most common customer objections.
Prior to getting the chance to
speak with real prospects, reps should practice engaging in roleplay and mock
calls. These are realistic while pressure-free at the same time. It’s the best
way to evaluate the strengths and weaknesses of trainees before they get the
chance to really talk to potential clients.
Some of the recommended scenarios
for representatives to act out are dealing with angry customers, negotiating
objections like price, letting go of unqualified prospects, answering rare
product questions, etc. Although roleplaying is fun, it must be taken seriously.
The right program will motivate
your team to prospect, reduce turnover, and get more sales meetings.
Help your sellers find new