Sales from the Street: Teach Them How To Educate Derek Badala frequently travels with sales reps to teach them how to educate the customer in an effort to solve problems. As the director of sales at Synthax, he is always on the road traveling with sales reps and training them to become another version of himself — a skilled sales leader, influencer, and consultant. Technology and education Being in the audiovisual industry, it could be said that technology and education are their biggest challenges. Making a sale is difficult, especially with new products. You must understand everything about the product and its application. Everybody is trying to get a sale and trying to close deals fast without asking all the necessary questions. With the competition in the market, there’s not enough time to learn about the new product and how it can be applied to the prospects’ problems. Derek focuses on educating the sales reps and covering all the ways that the products can be used, and less on the features and benefits. He’s working to find ways that his products can make clients' lives easier. Sales reps must not skip this educating stage and must learn the product and its application to the lives of the client. Too much excitement over a deal that hasn’t happened yet may cause the deal to fall apart. Skipping steps Derek had a client who was excited about getting a product from Digigram that would provide background music to stores. Neither the client nor the sales reps understood all the things about the product and its services. They got ahead of themselves and weren’t able to prepare the details that the client needed. Instead, the company should have better studied the client’s needs to know exactly how the products fit. When reps skip steps, it can cause deals to fall apart, which can negatively affect your pipeline. Their company also sells widgets that clients can buy in retail stores. It’s difficult to educate salespeople in retail stores about the product because they have their personal favorites and they immediately suggest those products. It’s a challenge to tell them about your product and make them answer the customers’ questions. When customers aren’t given enough information about a product, they often buy something that they’re not happy with. They are boxed into thinking about this particular product that salespeople in the retail store like. This is always a challenge. Trade shows Derek’s company does a lot of trade shows where he teaches classes on audio networking, and how to do audio over IP net. He also teaches classes on how to choose the right audio interface for musicians so that they won’t be sold products they don’t need. The company’s goal is to educate the market and the customers through webcasts, webinars, and a whole lot more. Lunch and Learn The company also does a lot of lunch and learn while traveling. While the internet is an efficient tool in disseminating information, there’s still nothing more effective than getting in front of people and teaching them. Buying them lunch and then educating them about your products in a graceful way is very effective. Derek travels with many sales reps and while traveling, he continues to teach them how to educate others as well. They attend sessions and they learn from him by example. Instead of telling them a litany of features and benefits of certain products, Derek tells them a story. Don’t tell stories about what the product can do. Tell the story of how effective the product has been. #SolveProblems It is important to have success stories to tell about the products. Share little nuggets about the product to catch the clients’ attention. Competition The industry is growing and with it, competition grows as well. With every product line...

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