This sales training module (and content) focuses how the consultative sales process leads to a higher sales conversion rate and better customer retention. Since inbound lead generation offers the best quality lead (because these leads explicitly give their information /need /contact), potential customers will be delighted — not dismayed — when a follow up call or an email is received in response. The training module helps explain how to handle these types of leads and the necessary steps needed to close the sale.
The world is shaped by two things – stories told and the memories they leave behind.
Gain Your Prospect’s Trust . . . Don’t Deliver a Sales Pitch
The module shows how to gain the prospect’s trust by not delivering a sales pitch, but rather make a sincere effort to learn about their specific challenges and problems they are trying to solve.
The module also teaches the fundamentals of ‘drip marketing’, once an Internet lead is in the prospect database. ‘Drip’ essentially communicates with the prospect in a variety of formats (phone, email, text, Facebook, etc.) until the client responds. Helpful ideas and relevant suggestions are covered in this module, based on prospect response and their request. Lead conversion training also includes the process of handling a telephone enquiry, or a walk in. It includes the recommendation how to build a system in place that allows gathering of information that is needed to store in the prospect database.
The process of conducting a customer needs assessment is covered and steps to move the prospect closer to conversion. There is no easy process of lead conversion, but by applying what is covered in this module, your sales force will better gain the prospect’s trust during the sales process, and will greatly improve their ability to close the prospect.