Open Enrollment Sales Training Seminars:

Location  Date
Charlotte, North Carolina Oct. 6th
Denver, Colorado Oct. 11th
Boston, Massachusetts Oct. 24th-25th
Dallas, Texas Oct. 25th

 


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: Forget the Professional Sales Gene


Sales leaders struggle to evaluate and recruit talented sales people. But evaluating talent is only the start of the struggle; inadequate productivity measures often contribute to the confusion. Arcane measures cannot judge selling skill nor can they evaluate meaningful effort. These failings leave sales leaders at a complete loss about how to improve sales results.


The factors being unknown, sales people are left to wonder where to focus their attention. Should energy be given to skill development - the words and language of sales or should the effort be placed on motivation, work ethic and new compensation plans; or would restructuring management and reporting serve the cause of increased sales?  The questions are difficult for both sales professionals and sales leaders. What is the right way to lead?  How should I motivate? What can I do to improve selling performance? The state of today's selling technology leaves everyone guessing at the factors that influence sales results.  When the factors that influence results are poorly understood, sales people and sales leaders will make mistakes that erode sales performance.


One of the reasons problems persist is because of a widespread belief that sales is an art and that sales artists are naturally born.  It is true that some people have more natural aptitude than others, but as long as sales is seen as an art, reserved for natural heirs, measurement will continue to be woefully inadequate.  Mistakes, low productivity and management problems flourish in the absence of an effective and duplicable system for sales success, a condition that will persist as long as organizational leaders believe in the natural born sales person.


Because of these mistaken ideas about the nature of sales, it has been difficult if not impossible to manage sales people. In their attempts to manage sales people, leaders have been alternately too lenient and too harsh - never really sure on which side they have erred at any time.  Through my years of experience, I do not believe that successful sales people are natural born artists whose skill is mysterious, indefinable, and immeasurable.

For sales teams to be successful, sales leaders need to be accepting of the idea that selling skills can be measured, and that the key to ongoing improvement in sales is a system that will predictably and reliably improve sales performance in real world situations.


This is why I warn sales leaders that they cannot rely on the "sales gene." Gifted and talented sales people still need sales training. Just as an Olympic Champion continues to train even after winning gold, so too must a successful sales person. Gifted and talented sales people still need sales training, coaching, practice, and accountability for the performance measures that are predictive of success.


 

Source: Scott Baird link

 

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