Psychology of Sales
Sales is about psychology. The first courses in our sales training bootcamp revolve around the key drivers of decision making. When a decision maker chooses to purchase a software product or go with a professional service provider, how does the decision get made?
And how does that inform the way salespeople should approach the situation?
And how does that inform the way salespeople should approach the situation?
Designing a Sales Conversation
Once the high-level psychology is covered (why we do what we do), we jump into tactics (how we do what we do). Our tactical sales training focuses on selling our own product - Bandalier. We start with the anatomy of a sales conversation, including effective opening techniques and how to pique interest with thought-provoking questions.
Once we've uncovered a pain point, we dive into the pitch, which is designed to cover relevant features and benefits without overwhelming prospects.
Our 'close' training covers objection handling techniques and ensuring prospect commitment to next steps.
Once we've uncovered a pain point, we dive into the pitch, which is designed to cover relevant features and benefits without overwhelming prospects.
Our 'close' training covers objection handling techniques and ensuring prospect commitment to next steps.
Client Specific Training
Our training bootcamp gives new team members a proven approach to top-of-funnel sales. When we onboard a new client, our client delivery team schedules training calls featuring a product demonstration and a Q/A session with the manager and rep on the program. These training calls allow our teams to directly acquaint themselves with client products.
Once the training call is complete, our managers reverse engineer our proven talk tracks and e-mail templates to cover the features and benefits of our client's product.
Once the training call is complete, our managers reverse engineer our proven talk tracks and e-mail templates to cover the features and benefits of our client's product.
Certification
Before ever engaging with a prospect, Bandalier team members go through a three-step certification process that includes multiple role-play calls.
Role play calls are a key component in our sales training process. Trainers take new team members through eight distinct scenarios common to sales conversations. Prior to launch, some clients ask to perform their own role play calls with their dedicated Bandalier team members, which is something we encourage.
Role play calls are a key component in our sales training process. Trainers take new team members through eight distinct scenarios common to sales conversations. Prior to launch, some clients ask to perform their own role play calls with their dedicated Bandalier team members, which is something we encourage.
Systems and Data Integrity
Systems training is critical to us, because the analytics we provide to clients rely on consistent, structured data reporting. Our sales teams use Outreach.io for outbound calls and e-mails, and use a tagging system for connections made via social media.
Our in-house operations team set up dedicated instances for each client, alongside proprietary forms that allow our inside sales team to submit qualified leads directly to client CRMs.
Our in-house operations team set up dedicated instances for each client, alongside proprietary forms that allow our inside sales team to submit qualified leads directly to client CRMs.