Training Your Staff: 13 Things EVERY Employee Should Learn

Management Training

People buy from people; not from systems, pretty brochures or crafty verbiage.

因此，如果你想提高销售，你需要确保你有合适的人为你销售！

Your sales staff needs to be well trained to successfully represent your product and your company.

Training your team DOESN’T mean restricting them to a rigid sales process or trying to assimilate them into the company!

你不需要记住那些你认为会产生销售的愚蠢的系统和哲学。

Unmotivated Employees

干燥系统,只有产生不满,unmotivated employees and a high turnover rate (which leads to unsatisfied customers and fewer sales)

Your employees’ motivations and methods are as unique as your customer’s reasons for buying. When used in harmony with your company’s core values, their uniqueness can create a sales approach that will keep everyone happy!

强迫你的员工使用一个清晰的系统来吸引客户只会扼杀你的员工所能带来的所有天赋：可以改善你的公司和促进销售的天赋！

A Fresh Approach

Instead of trying to duplicate your top salesperson, teach your staff the elements of a successful sale and encourage them to be unique in the way that they use them. Extraordinary sales results come from having a staff that is united through the company’s core values, yet still has diversity and the freedom to use their individual talents.

如果你想让你的员工充满动力并取得成功，不要浪费时间去改变他们。相反，教他们这13件事，并鼓励他们把他们的个人才能融入到这些教导中，为他们想出最好的方法。

EVERY salesperson should learn:

1. Exactly what they are selling

这一点似乎很明显，因为大多数公司在培训产品知识方面都做得很好。然而，如果你想让你的公司和员工脱颖而出，你需要更进一步。

What exactly makes your product unique in the marketplace? What, specifically, makes it valuable in the eyes of your customer? The unique features of your product are what make it stand out among others, creating the demand that will help you get sales!

2. The importance of EVERY customer

客户帐户的大小并不决定该客户的重要性。每个客户都很重要。不要让你的员工低估了一个客户以及这个客户帮助你的企业成功（或失败）的潜力。大客户和小客户交谈。你希望你的小客户告诉他们什么？

3. How to prepare for a sale

The first step in making a sale is preparing for the sale. Taking the time to research the customer and their needs will help initiate conversation that is important to the customer. If a salesperson can’t speak intelligently with a customer, that person won’t want to waste time listening to them.

4. What comes first: value

It’s one of the greatest lessons a salesperson can learn: always provide value first. This gives your customer a reason for listening to what you have to say next. It makes your customer want to listen and want to know more, changing the setting from a selling environment to a buying environment.

5. How to ask a good question

Every salesperson should know how to facilitate conversation with their customers. Asking questions is a great way to guide the conversation in the direction you would like it to go, while still focusing on the customer and their needs. A great question engages the customer and helps you personalise your approach to fit their individual needs.

6. How to listen

After you’ve asked the customer a good question, stop talking! LISTEN to the answer. Listening helps salespeople learn about their customers, which makes it easier to help them. Teach your staff how to listen, what to listen for and why it is important.

7. The power of networking

Networkingis by far the most effective and efficient way to develop a strong customer base, regardless of what industry you’re in. It’s important that your salespeople know and practice the skills that are required to successfully network.

8. How to give a great presentation

您的员工接受过多少有效演示的实践培训？出色的演示不仅信息丰富，而且让客户感到兴奋。这可能是你给客户留下好印象的最后一次或唯一一次机会！

9. How to think outside the box

生活不是线性的，销售也不是。教导、鼓励和赞扬创造性的方法来解决常见的问题。能够独立思考将有助于他们适应客户不断变化的需求，他们独特的方法将使他们从竞争中脱颖而出。

10. How to manage their time

With effective time management, your sales staff will learn to prioritise their responsibilities and get the important things done first. It will maximise their time and keep them organised and efficient. It will also keep them healthier and happier, which will keep your customers feeling relaxed as well.

11坚持的正确方法

There are pushy salespeople and there are pleasantly persistent salespeople. Guess which ones get the sales? Train your people to stay on course and follow-up with prospects and customers.

They may be closer to the sale than they think. Staying pleasantly persistent is the only way to maintain a good and constant relationship with the customer, who may be close to saying yes!

12. Self-confidence

没有自信，其他的训练都白费了。教你的员工自信会鼓励他们认识和发展他们的技能。自信有助于人们以权威和自豪的态度谈论他们是谁，以及他们选择代表什么产品。

Teach your employees that they are the greatest salespeople in the world, representing the greatest product in the world and working for the greatest company in the world. When they believe it, so will your customers.

13. Customer success stories

All great salespeople have great stories about how their product and their company perform for their customers. These stories are like evidence; they show you and your future customers what you are capable of doing for them. Make it a part of your initial and ongoing training to share these stories with your sales staff. The most powerful lesson is shown through example.

Everybody Wins

Too often we are so focused on getting the desired results that we forget the people we need to get us there. Don’t lose sight of the big picture and neglect to take the opportunity to set up a training program that actually works.

The next time you feel the natural urge to set up a new system of control for your salespeople, realise that you may just be boxing your people in. Emphasise the importance of company values and principles to keep everyone focused on the common goal, but encourage everyone to be unique in their approach. With this system, everybody wins.

This article was contributed by Tom Richard