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:

Sales Workshop: Sales Training and the Pencil Technique


Learning top sales training is incredibly important in the sales world, just take the classic 'sell me this pencil' example. Have you ever gone to a job interview and been asked to sell the interviewer a pencil? This clever question is designed to separate those that have good sales technique against those that don't. Here in this article we look at the best way to approach this question and how with the correct sales training answering questions like this will become simple and prepare you for selling products for your business.

Many people when faced with the 'pencil' question answer it in the same way, with a pitch. The pencil is described in detail, 'This pencil has grade 2 lead, is a bright yellow color so you will never lose it and it comes with a built-in eraser.' Some people may well talk about the pencil in this detail for a good five minutes before they even ask a question or for an order. How boring must this be for a customer? Being spoken at and not listening to any of your client's needs.

However, as sales training would teach any good salesperson how to sell a product such as a pencil, the above technique is not the way to go. A good salesperson will begin to ask the interviewer questions such as 'So how often do you use a pencil?', 'How many pencils do you use in a month?', 'What quantity do you usually order pencils in?', 'How often does your company order pencils?'

This response is very different from the first and the first salesperson is just trying to pitch whereas, the second has obviously understood some fundamental parts to sales training. The second salesperson is taking the time to understand the prospects needs, buying motives and understand fully the full sales process.

It is important for individuals to understand which category of the two they fall into when wanting to improve their sales technique. Look at your script carefully, which parts are focused in on descriptions of the service or products you offer? Are there parts that even look at buying motives and questioning your customer's needs?

If yours is just full of descriptions of what you do and which services you offer then you may want to consider some refreshed sales training. You don't want to overwhelm your customers with 'value statements' and this puts a lot of people off. Want to find a better way? Then take something from the pencil technique and focus on discovering what your buyer may actually want sold to them.


 

Source: Dom Donaldson link

 

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