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 Workshops: 5 Tips to Help You Get That Sales Appointment


Believe me when I say that I've heard everything you could possibly hear on the phone with a prospect. That's a topic for another blog. However, with eight years of B2B lead generation experience comes a little bit of insight into a few best practices around cold calling. Here are just a few:


1. If you can't get someone on the phone on the first try, or even the second try, make sure that you are calling at different hours of the day. This is especially helpful if you get stonewalled by the gatekeeper. Sometimes you can get right through to the sales prospect if you call at 7AM or 5:30PM.


2. Create a standardized workflow that you use on all of your appointment setting calls. For instance, on an event audience acquisition campaign where you're driving attendees to a sales event, time is of the essence and you may use a workflow like this: Call-Call-Call-Email-Drop (with a couple days in between each step). For more complex sales where you're attempting to set qualified sales appointments, it may be: Call-Call-Call-Email-Call-Call-Call-Email-Drop. The benefit here is that you can use a workflow that optimizes your objective. Each workflow applies uniformly to each campaign, so that you're not spending too much effort in one place on one prospect who will never answer your call anyways.


3. Establish an inside sales pipeline the same way you would an outside sales pipeline. Fill the top of your sales prospecting funnel with good leads from an up-to-date list and continue to replenish the top-line as sales prospects drop out; use the same diligence in your follow-up measures as an outside sales rep would A. win in outside sales is like a sales appointment for inside salesperson. View it as one sales funnel filling a smaller one.


4. Sound as fresh and lively on your 150th call as you do on your 1st. This goes without saying, but is worth repeating many times over. As you know from the many sales calls you've received from grumpy-sounding salespeople, no one wants to talk to a person that sounds dull and monotoned. Keep it lively. Keep your tone sharp. Be a pleasant person to engage with.


5. Influencers are sometimes as good an ally as decision-makers. My company recently purchased a solution to assist in sales force management. I didn't pull the purse strings, but I fought for the solution because I saw tremendous value in it, and it would make my job easier. All too often, salespeople are hyper-focused on the decision-maker when an influencer might be your strongest ally in getting a deal done. If there are more than one influencer and/or decision-maker (especially in a complex sale), it might not hurt to org-chart the involved parties.


While some of this may be obvious, perhaps I've given you a tidbit that gets you one more sales appointment than you would have had before, in which case the mission has been accomplished.


 

Source: Garrett Hollander link

 

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