subject: Writing A Sales Training Manual [print this page] What may sound like a drab technical procedure can actually translate into an extremely rewarding experience as the process doubles up as a crash course in computer programming, marketing, grooming and developing PR skills. Sounds unreal right? Well, Im not recommending that everybody start writing training manuals, but you could spend a few minutes reading this article and thank yourself later. Heres why-
Understanding the clients needs and winning half the battle
The client has hired your expertise because he believes that the right words can create the right buzz for his business solution. His faith in you has to be maintained at all times. Clarify doubts as and when they come, because unless you have clarity regarding the product you cannot write a manual concerning its usage.
Marketing jargon for a content writer-how difficult is it?
In fact its not. With a lot of common sense and shrewd surfing skills nothing is difficult these days. Usually clients have a particular sample of another training manual in mind and they want their manual fashioned on similar lines. The idea is not to copy but to refer to the sample and customize it with your clients flavor.
Becoming the salesman
A projects litmus test is when it reaches the stage of implementation. Put yourself in the salesmans place, relate to his situation, brain storm with the client on all possible queries that the salesman may have relating to the product and his selling of it.
A sales training manual is a guide not a textbook
A sales manual serves as a reference guide. Hence the language has to be lucid and practical. Long winding sentences wont help. Keep it crisp and keep it brisk.
Presenting a sales manual
The manual has to be extremely handy, something that a salesman can pick up before a sale call and quickly glance through. The content has to be image heavy and heavily indexed. Time is of essence here and a good sales manual should be easily referable to.
Format the content in bullets, label the images, and highlight the crucial points for quick reference.
Talking to the salesman through the manual
The manual is essentially a training manual that is preparing the salesman to make a success out of the business solution. Hence the manual will also double up as an index of how the salesman should present himself, what he should say, how he should say it and how to bag a deal successfully.
A gradual process
A hurried content is never error proof. Once you have a rough draft of what the manual will look like take time to build on it, even if there is a deadline to meet involve yourself in the process and get a third person who may not be your client to read the manual. Proofread and send to client.
Creating a sales manual is the most cost effective way to getting yourself educated in fields as varied as computer technicalities, marketing skills and sales pitching.
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