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:

What Should You Pay For a Sales Training Workshop?


Sales training is big bucks for many companies and especially for those companies that provide sales training. From new car dealerships to manufacturers, keeping a sales force motivated and churning out those sales is an everyday challenge. Yet, what should you pay as a sales manager to CEO for sales training? Well, read why my answer is that depends.


Before any sales managers, human resource professional to C Level executive decides to invest in sales training, this question needs to be answered: What are the desired results that I expect from this sales training?


Now this question seems very simple, but what I have discovered is that many decision makers cannot fully answer this question. The usual immediate response is more sales, more money in the bank, more customers. Yet is this the actual desired end result?


For example, you are a new car dealership and want more units sold. Your salesmen are not selling cars. Yet, even though research supports that walk in traffic is down and that your sales people need to go and market your dealership, you mandate that your sales people need to be on the floor.


So investing in any sales training that trains your people to better market themselves is actually a waste of dollars. The real issue is management and probably a lack of alignment coupled with poor organizational communication.


Maybe your desired result is that you want your sales people to be more productive. In many cases, salesmen waste a lot of time due a lack of planning. Instead of investing in an expensive national public workshop where the costs ranges from $1,500 to over $2,000, maybe you should first look to a local time management workshop that can easily infuse some basic selling skills into the time management. Again, the investment for this sales training should range from $500 to $750 depending upon the local provider. National public workshops with CEU's cost between $1,500 to $1,800.


Another way to justify your sales training dollars is to look at the value that each new customer brings and the value of existing customers. In many cases, poor customer service makes it harder for the salesmen or saleswomen. No matter how much sales training your staff receives when your support staff upsets customers, the issue is not sales training but customer service training to better strategic planning and organizational communication.


The question you need to ask yourself is: What does it cost me to lose a customer? In speaking with a potential new customer, I learned that the average value of each new customer exceeded $150,000. With a staff of 10, even paying $5,000 per person would still generate a 2 for 1 return on each dollar invested for just securing one new client. (And no, I did not charge $5,000 per person.)

Another customer wanted to add a new sales person. Taking such action would create an additional $60,000 drain to the bottom line. However, by providing some sales training, time management training and customer service training to the existing 4 sales persons at the cost of $3,000 each could secure a 4 to 1 return on each dollar invested.


The cost of any sales training needs to be balanced against the desired results and should actually addressed the real problems not symptoms facing the organization. What I have experienced and observed is that poor sales are usually a result of many factors including management. If you are considering sales training, make sure that you know the results and that those results are actively measured and managed.


 

Source: Leanne Hoagland-Smith link

 

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