Sales Training And The Pencil Technique

Learning top sales training is incredibly important in the sale reps world

, just take the classic 'sell me this pencil' example. Have you ever gone to a job interview and been asked to sell the interviewer a pencil? This clever question is designed to separate those that have good sales technique against those that don't. Here in this article we look at the best way to approach this question and how with the correct sales training answering questions like this will become simple and prepare you for selling products for your business.

Many people when faced with the 'pencil' question answer it in the same way, with a pitch. The pencil is described in detail, 'This pencil has grade 2 lead, is a bright yellow colour so you will never loose it and it comes with a built in eraser.' Some people may well talk about the pencil in this detail for a good five minutes before they even ask a question or for an order. How boring must this be for a customer? Being spoken at and not listening to any of your client's needs.

However, as sales training would teach any good salesperson how to sell a product such as a pencil, the above technique is not the way to go. A good salesperson will begin to ask the interviewer questions such as 'So how often do you use a pencil?', 'How many pencils do you use in a month?', 'What quantity do you usually order pencils in?', 'How often does your company order pencils?'

This response is very different from the first and the first salesperson is just trying to pitch, whereas the second has obviously understood some fundamental parts to sales training. The second salesperson is taking the time to understand the prospects needs, buying motives and understand fully the full sales process.

It is important for individuals to understand which category of the two they fall into when wanting to improve their sales technique. Look at your script carefully, which parts are focussed in on descriptions of the service or products you offer? Are there parts that even look at buying motives and questioning your customer's needs?

If yours is just full of descriptions of what you do and which services you offer then you may want to consider some refreshed sales training. You don't want to overwhelm your customers with 'value statements' and this puts a lot of people off. Want to find a better way? Then take something from the pencil technique and focus on discovering what your buyer may actually want sold to them.

by: Dominic Donaldson

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