Professional Sales Training on Techniques to Build an Introduction in 3 Easy Stages

Step 1: Introduce you and your business or product

Start with your name and hand the prospect your business card. A good sales technique at this stage is to add something about you that could be of benefit to the customer. Don't just call yourself a sales representative as that offers no benefit to the buyer and may make them defensive. You want something about you that supports your objective of closing a sale. This could be your position in the company, especially if it is your own small business. Maybe you have a technical qualification or a title that will give the customer confidence in you and what you present to them. This can be a really effective selling technique if you use an advisory sales style or sell a technical product.

Now follow your name with either your company or product details. This is a good professional sales training technique. You are looking to give the buyer points of reference. This is how we navigate through new situations. We look for information we are familiar with. So give your customer clear words and phrases that allow them to quickly find something similar to what you do in their memory and experiences. Many sales people make a common mistake here and use technical jargon. The best sales techniques to use here are to keep it simple and let the buyer find familiar territory. If the buyer will recognise your company name and know instantly what you supply, then use it. If your products, or types of products, will be more familiar then include them. If the buyer will not have heard of either then relate your products to something they will know, such as what your product will replace, or the main competitor.  

Step 2: Your main selling point

Step 2 of this professional sales training on building a sales introduction is to start grabbing the buyer's attention. In step 1 you have used just a few quick lines to introduce you and your company or product. Now tell them what your main sales point is. In years gone by this used to be called your unique selling point, or USP. Nowadays it is very unlikely you will have a unique selling point because as soon as a company gets one it is soon copied by the competition.

Your main selling point can be related to your company's image. It could be the high quality service you offer, your history in the market, specific benefits you offer to customers, or many others. This can often be a sales technique where many small business sales people have an advantage over the large corporations. They can have a more unique main selling point that differentiates them from the rest. A good professional sales training tip is to start thinking about your company's sales angle. Are you priced focus and offer the cheapest prices. Do you have excellent customer service, or are your products unique in some way. Find that sales angle and add it into your sales introduction stage of your sales process.

Step 3: The reason you are there

Step 3 is the most important line of your sale. It's the reason why you are there, and the reason why the customer should carry on listening to you. This is a professional sales training must do action. If you want to be successful in sales you must become fully competent at using this sales technique. Start by putting yourself in the buyer's position and think what you would want to hear that would grab your attention and retain your interest. Start with the phrase, I'm here today because, and see what naturally follows. The reason you are there must be a big possible benefit for the customer. You are not there to see if you can sell them something. Be creative, think in terms of benefits, and write a list of possible gains the customer could get from listening to what you have to say. Here are some examples I have recently used while coaching field sales people:

I've asked to meet with you today because: We are specialist in supplying your industry. We have improved productivity for many companies like yours. I have a new product to show you that will... Our products can give you... I recently met with... and they said you might benefit from...

That's just a few ideas to get you started. Now write your own list and make it specific to your company and your products. Build up the possible benefits for your customers, and make yourself stand out from the rest. Use this professional sales training and you can quickly build an effective sales introduction stage for your sales.

I'm Stephen Craine, a working sales manager and trainer. The professional sales training above comes from the training and coaching I give to my working sales teams. We rely on these sales techniques to achieve targets and keep our jobs. This is not classroom training that only works in role play situations, this is real sales training developed in live sales situations with real customers. You can see more free sales training on building a stunning sales introduction, and free sales training on the other stages of the sale, on my website at http://www.sales-training-sales-tips.com/sales-techniques.html

The website is packed with free sales training, sales tips, and if you really want to know how to increase sales there are workbook training courses you can download and start using today. To visit the site and click around the pages, open http://www.sales-training-sales-tips.com and get real sales training proven by working sales professionals.

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