Sales Training Workshops:
Open Enrollment Sales Training Seminars:
| Location | Date |
| Phoenix, Arizona | Sept. 16th |
| Houston, Texas | Sept. 16th-17th |
| Chicago, Illinois | Sept. 20th |
Sales Training:
- Blogging as Part of Your Sales Training & Marketing Strategy
- Tips on Creating a Sales Training Strategy
- Sales Courses - Conflict Vs. Cooperation
- Sales Management Courses - Teach, Coach Or Leave Alone?
- Three Sales Course Mistakes That May Cost You
- Are You Making These Sales Course Closing Mistakes?
- Sales Workshop Tip - Use Social Dynamics to Control Sales Appointments
- 5 Top Sales Workshop Tips For Being The Best On The Team
- Sales Seminar - Pressure in Cold Calling
- Sales Seminars - History, Sales and Marketing
- Sales Mindset vs. Sales Training
- Does Your Sales Training Program Address Your Sales Performance Issues?
- Consider 'Sales Prospecting' as a Sales Management Training Course
- Sales Management Courses - What's Involved?
- Sales Course for Sales Excellence - Key Steps
- Sales Classes - Shifting the Sales Compensation Paradigm
- Sales Management Workshop - Leveraging a Sales Person's Motivation
- Sales Workshop Rx for Sales Effectiveness: The Purple Pill
- Inside Sales Seminar: Your Frontline to Gaining Competitive Advantage
- Sales Seminars for the Professional Sales Manager
- C-level Relationship Selling: Business Development is All About More Sales Training
- 5 Sales Training Keys to Hiring the Right Sales Manager
- Sales Courses - How Much is Fear Costing Your Sales?
- Do You Make These Mistakes in Sales Courses?
- Professional Sales Course Secrets to Effective Sales Management
- Prescription for a Healthy Sales Course
- Sales Workshop - 4 Forms of Sales Pressure That Sabotage Cold Calls
- Sales Workshop - Sales Career Choices
- Sales Seminar - Selling Advice To Start A Successful Sales Career
- Sales Seminars and the Myth of the Sales Personality
- Four Powerful Openings for Door-To-Door Sales Training
- Ten Ways to Overcome Sales Objections
- The Importance of Sales Skills Training Courses
- Sales Management Courses - How To Retain Top Sales People
- Sales Course - How To Become An Expert In Sales
- Growing a Business in a Down or Up Economy: Sales Course Tips
- Sales Workshops for Creating A Strong Sales Team
- Top Five Sales Workshop Tips of the Most Successful Sales People
- Sales Seminars - Closing The Sale By Overcoming Customer Objections
- One Trainer's Sales Seminar Tricks To Boost Sales Performance
- Sales Training Techniques to Improve Sales Performance
- What Sales Training Do Your People Really Need?
- Sales Team Training Courses Will Skyrocket Your Business
- Sales Presentation Training Courses Are Critical To Sales Success
- What You Will Get Out Of A Sales Management Training Course
- Keep in Touch and Follow Up to Easily Close Sales Classes
- Sales Workshop for Pure Profit: Four Secrets Of Sales Diversification
- The Critical 5 Keys to Increase Small Business Sales Workshop
- Sales Seminar Alternative to a Sales Letter
-
Sales Seminars - 5 Stages of a Sales Call
more...
Sales Training Courses
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 courses. We provide pubic open enrollment and private courses 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:
Back To Basics Sales Workshop: Why Pre-call Sales Planning Is Crucial Today
"Developing the plan is actually laying out the sequence of events that have to occur for you to achieve your goal."
- George L. Morrisey
Why is Pre-Call Sales Planning So Crucial Today?
A common theme that we've heard during the last few months from sales managers is that during a down economy, salespeople have to go back to the fundamentals. Now more than ever, each and every sales call must be used to protect current business and to try to win new business. STAR provides sales call and negotiation planning forms that support the skills taught in our workshops.
What can be more fundamental and important than pre-call sales planning? A wasted sales call in today's economy is a lost opportunity.
What Elements Should Be Considered in Pre-Call Sales Planning?
The pre-call sales planning process doesn't have to take long, nor does it always need to be written down, but it should address these 4 core elements:
1. Your Sales Call Objective: What specific results or actions do you want to accomplish with this customer at the conclusion of this sales call? In a down economy, your objectives need to also take into consideration factors such as "what can I do to strengthen the business relationship with this client" and "what can I do to help this customer during these difficult times?"
2. Critical Questions to Ask the Customer: A few good questions must always be part of your sales call planning process, but especially so when the economy is slow. "What has changed since our last conversation?", "How can we help you?" and "What are you finding difficult in your business today?" are some examples. Questioning skills are taught in almost every STAR sales training program.
3. Benefits and Value to the Customer: What benefits will you highlight about your sales solution? Can you offer the customer a new or different product or service that will provide value? Anything that you can do to provide value to a customer in today's economy will be much appreciated. When you do some pre-call planning on benefits and value statements, it helps you to avoid the mistake of feature dumping your way through a sales call.
4. Possible Objections: Depending on the product or service that you intend to highlight during the sales call, you can probably anticipate the most likely objections. How will you respond? What is your fallback plan if the customer says no?
Source: Bill McCormick link
For free, no obligation information on how we can help you please contact us today.