Thu, 29 August 2019
Sales from the Street: Teach Them How To Educate
Derek Badala frequently travels with sales reps to teach them how to educate the customer in an effort to solve problems. As the director of sales at Synthax, he is always on the road traveling with sales reps and training them to become another version of himself — a skilled sales leader, influencer, and consultant.
Technology and education
Being in the audiovisual industry, it could be said that technology and education are their biggest challenges. Making a sale is difficult, especially with new products. You must understand everything about the product and its application. Everybody is trying to get a sale and trying to close deals fast without asking all the necessary questions. With the competition in the market, there’s not enough time to learn about the new product and how it can be applied to the prospects’ problems.
Derek focuses on educating the sales reps and covering all the ways that the products can be used, and less on the features and benefits. He’s working to find ways that his products can make clients' lives easier.
Sales reps must not skip this educating stage and must learn the product and its application to the lives of the client. Too much excitement over a deal that hasn’t happened yet may cause the deal to fall apart.
Derek had a client who was excited about getting a product from Digigram that would provide background music to stores. Neither the client nor the sales reps understood all the things about the product and its services. They got ahead of themselves and weren’t able to prepare the details that the client needed. Instead, the company should have better studied the client’s needs to know exactly how the products fit.
When reps skip steps, it can cause deals to fall apart, which can negatively affect your pipeline. Their company also sells widgets that clients can buy in retail stores. It’s difficult to educate salespeople in retail stores about the product because they have their personal favorites and they immediately suggest those products. It’s a challenge to tell them about your product and make them answer the customers’ questions. When customers aren’t given enough information about a product, they often buy something that they’re not happy with. They are boxed into thinking about this particular product that salespeople in the retail store like. This is always a challenge.
Derek’s company does a lot of trade shows where he teaches classes on audio networking, and how to do audio over IP net. He also teaches classes on how to choose the right audio interface for musicians so that they won’t be sold products they don’t need.
The company’s goal is to educate the market and the customers through webcasts, webinars, and a whole lot more.
Lunch and Learn
The company also does a lot of lunch and learn while traveling. While the internet is an efficient tool in disseminating information, there’s still nothing more effective than getting in front of people and teaching them. Buying them lunch and then educating them about your products in a graceful way is very effective.
Derek travels with many sales reps and while traveling, he continues to teach them how to educate others as well. They attend sessions and they learn from him by example. Instead of telling them a litany of features and benefits of certain products, Derek tells them a story.
Don’t tell stories about what the product can do. Tell the story of how effective the product has been. #SolveProblems
It is important to have success stories to tell about the products. Share little nuggets about the product to catch the clients’ attention.
The industry is growing and with it, competition grows as well. With every product line added, there’s new revenue being added into the business. Even when a company experiences growth, it’s still hard to miss that others are growing as well.
There are competitors out there who are as good as, if not better than you. Regardless of the competition, we’re now seeing more resellers who are interested in knowing more about the products they sell.
Derek’s company has grown since he joined in 2017 and he has seen a lot of improvements. They’re now seeing great improvements in the Ferrofish brand as it’s now being used for Broadway shows, the Superbowl, and for broadcast.
It’s always a battle to be on the top line funnel. You always plant sales and cultivate the leads to turn them into closed deals.
Be the best listener
In sales, it is important to be the best listener. One of the biggest mistakes in sales is owning the talk. You want to know more about the customers to be able to present solutions to their problems. You need to listen to them and see how you can help.
After listening, you need to ask questions and listen to their responses. These steps are more important than presenting your clients with the features and benefits of the product.
“Teach Them How To Educate” episode resources
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