Open Enrollment Sales Training Seminars:

Location  Date
Phoenix, Arizona Sept. 16th
Houston, Texas Sept. 16th-17th
Chicago, Illinois Sept. 20th

 


Sales Training:

 

Sales Training

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 seminars. We provide pubic open enrollment and private workshops at the location of your choice. We conduct in excess of 200 monthly sales training courses throughout the world.

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

Students of a Sales Training Center class course 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 Smart Decisions for Selling Success - Sales Skills


Looking at your selling scorecard at the end of this month will indicate that you are either at plan, behind plan or ahead of plan. Obviously, behind plan = failure to succeed, at plan = meeting expectations, ahead of plan = selling success. But, looking at your current selling scorecard information is what we call a “lagging indicator”. Similar to the way that all mutual fund companies have the disclaimer, “Past results are not a guarantee of future returns”, your current results are no guarantee for future success.


I'm sure that intellectually you understand that the results you have today are a result of previous sales activity. And, depending on your sales cycle, your current sales results as of May 31st can actually be a result of sales activity that took place last year. So my question to you as you prepare for the balance of the year is this: What is your current sales activity data telling you about your selling success the last half of this year and into the 1st quarter of next year?


If you want to be able to reasonably predict the future sales health of your business, you MUST have the following data:


1. How many contacts have you made over your most recent sales cycle

2. How many of those contacts have turned into appointments

3. How many of those appointments have turned into ‘real' sales opportunities


Not knowing those smart numbers reduces your ability to predict and really know your business vs. guessing. And knowing your business - capturing real time information - allows you to make real time adjustments and decisions.


Before you start to get tense over this - because you’re immediate reaction to this might be, “this is micro-managing”- stop and think about what I've said. I haven't said anything about managing or sales management. This is about individual sales professionals making a decision to take responsibility for their success and understanding that sales success should never be a matter of luck or bad economy. It is about making smart decisions and smart adjustments based on smart numbers.


The smart decisions to make today are:


1. Identify those sales activities / metrics (smart numbers) that lead to sales results

2. Establish the appropriate benchmark of performance for each activity

3. Track your performance of your identified activities against the benchmark

4. Review your sales activity results - manage yourself to your activity goals

5. Seek coaching when you determine that there are choke points in your activity formula that are keeping you from selling success.


Source: Tony Cole link

 

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