Open Enrollment Sales Training Seminars:

Location  Date
Houston, Texas July 19th-20th
Chicago, Illinois July 25th
NYC, Yew York July 27th
Atlanta, Georgia Aug. 10th
Dallas, Texas Aug. 16th
Boston, Massachusetts Aug. 17th-18th

 


Sales Training:

 

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:

Do You Make This Small But Costly Sales Training Mistake?


I heard Dennis Ross speak a while back and purchased his book, "Statescraft And How to Restore America's Standing in the World". When I reached chapter 9, "Negotiations", I wanted to re-title the book: "Salescraft And How to Restore Your Buyer's Confidence and Improve the Effectiveness of Salespeople".


Here's a sales training consultant's perspective about rule #12: "Summarize agreements at the end of every meeting."


A typical salesperson spends up to 75% of his time on administrative duties.


However, there's one administrative duty many ignore, thinking there's time to catch up on later, or do it and not manage it correctly. It is the sales training meeting summary.

There is a sales training project manager's rule you should know about: "If it isn't in writing, it didn't happen." You see, putting it in writing makes it real.


Summarizing a sales training meeting in writing, what is agreed to and what remains to be addressed, remains the best way to maintain a lasting and accurate record of events and accomplishments.


Create a distribution matrix and make sure stakeholders get a copy of the sales training summary in a timely manner; preferably within 24 hours of the meeting, and at least on an agreed upon schedule. Do not wait until you are sitting in negotiations.


This is the only way to be certain that stakeholders and interested parties have the same understanding of where you are in the sales training process.


Write it down and share the summary, paying particular attention to what has been agreed to. You minimize or eliminate the risk of wasting time from rehashing unnecessary old business, losing momentum, and potentially damaging the sales training process.


These summaries also provide an opportunity to keep your manager advised of your sales training progress, and lets him know what you are working on... The kinds of things that may be beyond the Customer Relationship Management software report he looks at weekly to gauge your activity and rate your performance.


If you are working on several sales training engagements, consider this suggestion. Use a cover page. Insert a table with four-to-six cells in a Word document to summarize your summaries.


If you work with a contract team, or hand off responsibility to a customer management support team please, please, please, do everyone the courtesy and great favor, including to yourself, to include these summaries of sales training agreements with your hand-off material.


In a virtual working environment, formally summarizing has never been more important. Nor has it ever been easier. Make this sales training administration activity part of your sales process and see what happens.


Source: Mark H. Daniels link

 

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