Sales Training:

 

Sales Training Workshops

Welcome to the Sales Training Center's comprehensive resource site for effective, performance-based sales training and sales development programs. Over the past thirty years, sales professionals and sales managers across the world have benefited from our highly interactive sales training workshops. We provide pubic open enrollment and private workshops at the location of your choice. We conduct in excess of 200 monthly sales training workshops throughout the world.

For free, no obligation information on how we can help you please contact us today.

Students of a Sales Training Center workshop will learn to:

  • Communicate more effectively with customers
  • Develop the ability to build positive chemistry and rapport

  • Deal with multi-levels sales structures—users, authorizers, and purchasing agents

  • Use post-sales call measurement to assess their own performance and identify key customer issues by thinking and responding like a business consultant

  • Recognize basic styles of buyer behavior and determine how to adapt to each style to create positive "chemistry"

  • Analyze what sales people say, reducing the potential for misunderstanding

  • Effectively manage and control anger, conflict and difficult situations

  • Develop active listening skills to focus on what customers are saying

  • Be able to facilitate, guide, and close discussions in one-on-one and group settings

  • Build and give appropriate credit for other peoples ideas and avoid putting others on the defensive

  • Make a positive impact on the quality of teamwork and productivity within the work unit by effectively giving and receiving feedback

  • Sell long-term relationships rather than price

  • Incorporate interviewing skills into the sales process in lieu of pitching products

  • Apply the appropriate sales techniques based on the buyer and behavior type

For free, no obligation information on how we can help you please contact us today.

 

Sales Training Workshop: How Checklists Help You Sell At Higher Prices


The sales process is complex and can take a significant time to learn and become an effective salesperson. One of the techniques which is used by some of the best salespeople is that of the check-lists, which is essentially a list of all the things which need to be asked. Write this down and you might be surprised at how many things you need to know!


Your list will change dramatically depending on the answers to previous questions. For example, if the customer wants you to provide the electrics, another series of questions need answering - how many sockets, what style, how many lights, what type of switches, where do they go etc. Some questions can rule out whole sections. For example, if the customer is going to install their own electrics, most electrical questions immediately become irrelevant.


Accomplished sales people will also use questions as gentle way of up-selling. For example, "Have you considered temperature control?" is a gentle way of asking "Did you know you can have air conditioning, heating, blinds, solar control glass, electric roof vents etc in your conservatory, and that we can supply them all?". Such questions can often elicit responses such as "I hadn't really considered that", or "I didn't know that was possible". If the customer chooses that option, then you've up-sold, if not you've reinforced your credibility as an expert, and removed a potential source of disappointment later.


During discussions, it can be very hard to keep track of what remains to be asked - in fact it can be argued that this is a key sales skill, albeit one that can take a long time to learn.
As I'm sure you know, some of the bigger retail companies have been aware of this problem for years and provide multi-page "survey" forms containing these questions, which their sales staff may spend days or weeks learning to use.


I'm sure you already have a list of options you offer to help you calculate your job prices.
However it's really worthwhile to extend this list with all the other questions which don't necessarily have a bearing on price (What's the conservatory going to be used for? Have you had a conservatory in the past?...) - it can give a great overview of how you sell. Now sort the questions into a logical sequence, grouping them together, and you've just documented a significant part of your presentation process. This can be used to help you train new sales staff and hopefully ensure you never forget a critical question again.
Remember, this represents a snapshot of your process and you should expect it to evolve as new situations arise.


Many of our more IT-savvy customers have developed spreadsheets of varying levels of complexity - this has massive benefits for the sales process, but this is not a task for the faint-hearted (and it is quite easy to inadvertently "break" the spreadsheet, with catastrophic consequences for your pricing).


We became aware of this issue a few years ago from a highly profitable window and conservatory companies. They found that sometimes asking a few extra questions could make a HUGE difference to their profitability, and some sales software now includes check-lists in their higher-end offerings.


 

Source: Dave Blakeman link

 

For free, no obligation information on how we can help you please contact us today.