News: Customer Service/Care
Training 'should emphasise finding likely sales prospects'
14 April 2009
Sales training should emphasise the importance of assessing the likelihood of a potential client converting, an expert asserts.
Wayne Pollard, a former instructor in this area, tells Sales and Marketing that there is no point pursuing someone who is not interested in the company's product, emphasising the importance of this lesson.
He says that once an individual has begun with a presentation it is important not to allow the client to end this early - "just continue", he advises.
The former trainer suggests that the moment where a client's attention is beginning to fade is the ideal time to raise the voice or use hand gestures.
Mr Pollard states: "You immediately must get their attention. Tell a joke. Give a statistic. And if those fail, hit 'em over the head with a foam hammer."
Earlier this year, self-described laughter facilitator Joe Hoare told TrainingZone.co.uk that adding humour, spontaneity and excitement to a presentation can help the audience engage with the subject.
