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 Workshop: An Inexpensive Sales & Marketing Plan for Startups and New Companies


How can an entrepreneur find competent, cheap and effective sales and marketing resources? This is a question that many start-up companies and emerging companies must ask themselves every day. It is especially true for the bootstrapped, or simply cash strapped entrepreneur. In many cases the founders of these companies might have great development or operational skills, but lack the sales or closing genes necessary to bring in the business. Thus the dilemma, an entrepreneur has a great product, service or solution, but they don't have the know-how, people or cash to build a pipeline and convert suspects to prospects, and finally "close them" as new clients.


Of course, simply stated, the dilemma above is actually two distinct issues, driving leads into the sales funnel (a marketing function) then qualifying and closing these leads (sales function). There does appear to be an answer to this question, with a new spin on an old model, the independent sales agent model. There are now opportunities for entrepreneurs to outsource the lead development and sales process using a virtual sales and marketing approach, thus conserving cash and mitigating start-up risk. This model results in a true "reap what you sow" relationship, which emerging companies seem to like. In these cases, even a modest budget might be sufficient to pilot this model.


Why would this new virtual marketing and sales agent model work for a start-up, entrepreneurship or cash strapped company? Hiring a great sales person, let's say his name was Tom, even on a highly leveraged commission plan, with benefits, training and management time would burn at least $5,000 per month for most industries, and this is before any marketing costs are added. Using the sales agent/virtual marketing approach it is feasible to provide both the sales capacity and the marketing for about half the cost of a "Tom". Though the sales agent is not typically full-time, the results are can be far superior because the management time, reporting, sales skills, marketing and lead generation are all incorporated into a more streamlined, cost effective, outsourced solution. This concept may take a while to catch on with some emerging companies, but it is, in many ways, a better approach to the traditional path of securing large loans or a second mortgage, angel funding, or venture capital funding. And there is a hidden bonus, if the salesperson leaves, there is no need for a new hiring process, they are replaced under this model with another sales agent, trained and brought up to speed without cost to the entrepreneur.


This model eliminates the need to find the sales closer that can "do it all", find and cultivate leads, follow-up on pipeline worthy accounts, provide marketing materials and presentation materials and finally close new business. All of these services can be provided together, at a lower cost than the traditional brick and mortar model. Perhaps it sounds too good to be true, but I think that is because this is a new approach to an old problem. This new approach, leveraging the virtual model, internet tools and an outsourced contractor methodology can deliver better results than the old-fashioned, hire a brand new internal sales and marketing team and hope it works, brick and mortar approach.


 

Source: Alan Blume link

 

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