selling to groups how to help your sales team sell more

Selling To Groups

How To Help Your Sales Team Sell More

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Selling To Groups: How To Help Your Sales Team Sell More

• Selling to groups is a guaranteed way to enable any sales representative to hit

their target.

• Provided of course they have the knowledge skills and appropriate

training to make it happen.

• The good news is that this type of sales skill can be mastered by any sales

professional with the help and guidance of a supportive sales

manager.



Getting The Group Together

Before we get into the actual skills needed to sell to groups.

We need a group of our target customers together.

It does not matter what industry you are in there are usually many different and varied ways to get groups of customers together.

As a sales manager you might have to help your sales team through this process to

think, outside of the box for different ways to access their target customers in a group

setting.

This could be as simple as volunteering to speak at an industry event.



Getting The Group Together

Perhaps asking a friendly customer to get a group of his or her customer’s togther.

The most obvious way is to take control and invite the group yourself.

This of course has many advantages including the fact that it is the customers that you most want to do business with

that you will want your sales guy or girl to invite.



Planning the PresentationThis is where many sales representatives

fall down.

To make the maximum impact from your companies’ perspective, both manpower and the financial cost, planning is vital.

It is unacceptable to just turn up on the day and hope for the best.

It is a well-known fact that researching your prospect will bring rewards.

Why? Because this way you can pull out the key points, about your product, or service that will matter most for your

potential new client.

This helps you build connection and rapport fast.



Planning the Presentation

Have you ever noticed that when someone demonstrates to you that they understand your issues, there is a quick connection.

No doubt you will also notice how much more aligned you feel with them and gow they potentially can help you solve your

problem.

Well this can be replicated with potential new clients.



Coaching and FeedbackA vital skill for any sales manager is the ability to coach their sales team, on their

individual performance.

Coaching is getting better at what we do.

It is also about helping people recognise when something is working.

Remember feedback also helps when it is positive.

Regular training sessions can work wonders for improving sales presentation skills when your sales team members are

selling to groups.

After the initial group presentation skills training regular coaching sessions should

be arranged to maximise the benefit.


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Coaching and Feedback

Presenting is one thing, presenting to sell is different.

Ideally work with your sales representatives on an individual basis.

Pick a presentation to attend with them.

Using your own preferred sales coaching model walk through what outcome the

representative wants to achieve and then how they can make this happen.

Your knowledge and sales manager coaching skills will make a huge

difference to their result.

To improve the impact of any training it is best to coach in the actual situation as soon

as possible after the training has taken place.



Simple Three Step Process

• Getting The Group Together• Planning the Presentation• Coaching and Feedback

This simple three step process is often missed by sales managers who don’t appreciate the potential of selling to

groups.

The good news is that now this no longer needs to be you.



About Excel Enterprise

You might want to increase sales results, raise sales force motivation, create bespoke sales training or

develop selling skills to engage customers? If so, and you want top sales training companies to help,

start with Excel Enterprise.

Excel Enterprise delivers world class training solutions for sales professionals; diagnosing, designing and

delivering tailored in-house learning events including coaching, workshops and development

programmes for salespeople and their managers.

Excel Enterprise is the sales centre of excellence within Excel Communications, one of Europe’s leading

training and development organisations since 1985. Working globally across twelve business sectors we

are headquartered near London with a full time dedicated Client Services Team and expert

Account Managers keen to help you. More than thirty world class trainers live across Europe, bringing

you training in eight languages and each with a wealth of senior commercial experience plus

training and coaching qualifications.

We give you our experience and expertise, we know what works and we understand why traditional

sales training often doesn’t and we would love to share those insights with you.

When we asked our clients what they thought of us 98% of them said we were their #1 choice of

training partner. They love our engaging, inspirational and flexible training style, they love our customer

service and most of all they love our trainers. They even say our lack of PowerPoint is refreshing!

Just contact Excel Enterprise and tell us about the results you need.




http://www.excelenterprise.co.uk/contact-us.php



selling to groups how to help your sales team sell more

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