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: Are You Dialing For Dollars Or Disappointment?


Does your sales force or even yourself have stiff fingers from all that dialing for new sales or dollars? Have those actions spurned additional desires to continue (success) or disappointment (failure)? What do you need to do to turn the phone into a gold mine instead of a land mine?


The telephone is a critical sales skill tool in the quest to increase sales. Now with technology allowing connectivity from mobile phones to email staying in touch with prospects has never been easier. Given this great tool, why are there still so many sales professionals not making their sales goals to increase sales?


Sales research suggests that 48% of sales people never follow-up with a prospect. Their telephones must feel like potential land mines waiting to explode in their hands. F.E.A.R.s that being False Evidence Appearing Real must be driving their behaviors and ultimately their sales skills. After investing all that time to find those prospects, not making that next effort to connect with them just does not make any sense at all.


If the sales professionals are of the 52% who do follow up with a prospect, then only half of them make a second call. Wow! Talk about a lot of F.E.A.R. being present. Of course this could be because many in sales lack a marketing plan in which to build that ongoing relationship through email, direct mail, personal visits, etc. or are quite clueless about relationship selling.


Of the half of make that second sales call, less than half of them make a third contact. As the numbers go, businesses have potentially lost over 80% of all sales activity.


Just take a few moments to think about all that lost productivity; those wasted sales skills, entertainment dollars not to mention a lot of negative feelings. These statistics truly indicate that sales professionals do confuse motion with progress and activity with results for relationship selling is all about progress and results.


Sales Coaching Tip: If your goal to increase sales is not being achieved, then determine how many contacts that you are making with your qualified prospects. Improve your sales skills by increasing those contacts beyond 3 attempts to actively engage in relationship selling.


Remember that Rome was not built in a day and your goal to increase sales will not happen overnight. By accepting this realization, you will stop dialing for disappointment and being dialing for real dollars while building authentic relationships.


 

Source: Leanne Hoagland-Smith link

 

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