• Sales training objectives include prospecting, customer communication and closing the deal.business executives image by Leticia Wilson from Fotolia.com
  
  Selling is an art. Though some people have an innate ability to sell, training improves and refines the process. A sales representative should leave the training program ready to find customers, to know how to communicate with customers and to close the deal. These areas are the main objectives of the sales representative training program. Training enhances and teaches tactics necessary to reach company sales goals. The better the trained sales representative, the higher the sales achieved.
  
  

Prospecting and Using Leads

• Sales representatives need training on how to obtain customers. One objective of a sales training program is to teach the art of prospecting, which is seeking customers and the opportunity for sales. Learning how to prospect, which may include targeting potential clients and conducting cold calls, knocking on doors and networking, is part of the training plan for a salesperson. Depending on the type of business, customer leads or referrals, a list containing a potential source of sales, could be provided to the salesperson. Training on how to contact and work with leads is another objective that goes hand-in-hand with prospecting. Securing appointments is the ultimate objective of prospecting and working with leads.
  
  

Communications

• Learning how to communicate with customers is key part of the sales representative training plan. The main objectives of this training are to learn how to establish rapport, how to listen and how to connect with customers. The way a salesperson speaks and present himself to potential customers may heavily influence the sale. This training should teach salespersons how to build credibility and trust, how to use the tone your voice and mannerisms to their advantage, how to inject persuasion into the conversation, and, most importantly, how to listen and understand the customer's needs. Customers want to feel that the salesperson has understood their requests and has responded in a friendly, helpful manner.
  
  

Closing the Deal

• Prospecting, following up on leads and communication efforts are lost if the sale is not completed. Closing the deal, essentially making the final sale, is the ultimate measure of success in the sales process. All sales training programs should include an objective of learning how to close the deal. The training should include overcoming objections, maintaining confidence in the products and services sold, mastering follow-up methods, accessing decision-makers, negotiating strategies and determining alternatives and solutions leading to a sale.