Open Enrollment Sales Training Seminars:

Location  Date
Los Angeles, California Feb. 3rd-4th
Houston, Texas Feb. 8th-9th
NYC, New York Feb. 24th

 


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:

5 Sales Workshop Tips for Navigating the Oceans of Opportunity


Many metaphors exist to help individuals understand aspects of life and selling is no exception. Examples from sports to hobbies to nature have all been used to explain how to increase sales, build customer loyalty and motivate sales professionals.


With the economy in the doldrums, some sales people are huddled in the corner of their sales ships suffering from the sea sickness ailment of "Ain't It Awful" as my colleague Doug Brown has described. The pitching and rolling of the ship has shaken the sea legs of these sales professionals and they cannot bring themselves to see all the oceans of opportunity because they are sailing the Seas of Doom and Gloom.


One of the best illustrations of how your ability to see the true reality can fail is through the often reported response of Thomas Edison. When asked about all his failed attempts to construct a light bulb, his response was that he learned 5,000 (number varies) ways not to invent a light bulb. Edison always saw the oceans of opportunities, not the Seas of Doom and Gloom.


Of course, human beings are for the most part  negatively conditioned animals because of their earliest life experiences. What are the first three words many babies speak?  Mom, Dad and No.  From the Nos of life, a young child then faces the Do Not’s and this transitions into an internal  "Can Not."  Maybe this helps to explain as Alan Deutschman revealed in his research that only one in 10 people will actually change regardless of the facts, fear or force.


So to help overcome this malady of the "Ain't It Awful" illness, here are 5 quick sales tips that may help your sales skills:


Sales Tip #1: Search business news for announcements about promotions, awards, meeting, etc. Send congratulation notes to relevant articles.  Attend those meetings where your target market is most likely to attend.


Sales Tip #2: Be judicious as to where you invest your limited resources of time, energy and dollars.  This does not mean stop marketing yourself or your business.  Look to get the most bang for your buck.


Sales Tip #3: Embrace education based marketing.  Learn why you should switch from the traditional sales based marketing approach to this 21st century sales skill approach.


Sales Tip #4: Continue your own sales professional development. Keep learning so that you can help your potential customers (a.k.a. prospects) and existing customers.


Sales Tip #5: Start thinking differently.  Listen to the words that you are using. Are they positive or do they set you up to travel the same sales course giving you the same sales results.  For example, do you say and think prospects? Why not think of these individuals as potential customers or potential qualified customers?  Does this not change the picture in your mind?


Sales in today's world are literally found in the Oceans of Opportunity. Maybe this is why there is a belief that more wealth is created in a down economy because a few brave sales folk believe that this is the best time to increase sales.


 

Source: Leanne Hoagland-Smith link

 

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