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: Sales Training Should Be First About Results, Then About The Process


Selling cars today in many ways is a paradox. It is the easiest sale while also being the most challenging sale. Almost everyone needs a car in the United States of America just because of our country's size. That is why selling a car is easy because the need is present. However, the flip size due to the variety of cars, the price range, the credit of consumers, etc. making that sale is still a challenge.


One of my executive coaching clients is a new car salesman. His new car dealership hired another new car salesman with a proven track record of selling 16 cars per month. This individual was not mandated to go through the standard new car sales training. What happened is that this sales person was using his own sales process and that process had already sold 6 cars in one week. And he had no client base.

However, the car dealership is still mandating their existing sales force to continue with the sales training so that their process will be consistently utilized by that force except for the new person. Their belief is that their sales training works stands in direct opposition to the results. None of their existing sales people are selling 6 cars in a week.


A process is only as good as the results it delivers whether that is in sales to manufacturing. When the results are not being delivered, as in this case vehicles sold, then the process needs to be reexamined.


Unfortunately, there has been such an incredible investment into their sales training and their sales process that common sense takes a back seat to the existing belief that is driving the process. The most upset person in this new car dealership was the sales trainer who had not say so in the hiring or in the development. Given that the new hire sold 6 cars in a week and the existing trained new car sales men had only sold 4 or less, I probably also would be upset if I was the sales trainer because the results demonstrate that the process is not working. Essentially, the sales trainer's job is on the line along with the general manager who instituted this new car sales training.


We see how processes continue to function even when we know that they are not working from public education to corporate sales training. And we know that they are not working because we are not getting the results that we need. Simply speaking, sales training just like any other learning event should deliver the results. If the results are not being delivered, then find a new process. Never, absolutely never, should the process be more important than the results.


So if your sales business training to coaching is not delivering the results that you need, take time to examine the process and maybe even dismantle it. Remember that no sales training process should ignore the basic emotions along with attitudes that are driving the buying/selling process. To do so suggests that you have placed more value on the process than on the results.


 

Source: Leanne Hoagland-Smith link

 

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