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 Seminars

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 seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

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

Students of a Sales Training Center seminar 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 Seminars: How Failure to Ask For the Sale Impacts Customer Satisfaction


What is it that stops sales representatives in their tracks when it comes to asking the prospect if they are ready to buy? We see it all the time in the mystery shopping reports we compile for our clients - professional sales agents letting perfectly qualified prospects "escape". Now we all know why this happens. It's the fear of rejection that holds sales consultants back from closing the sale but can we just stop for a moment and take a look at this from the customer's perspective? It's important to understand how this failure to ask for the sale impacts the customer experience.


Consider this example. A prospective renter calls to make an appointment with a leasing agent at a popular apartment community. The prospect and leasing agent spend roughly an hour together touring model apartments and common areas of the community. They spend time talking about the prospect's life style, the application process and fees, and the financial qualifications for living in this community. During the process, the prospect is giving strong buying signals. They are nodding their head in agreement, smiling, asking pertinent questions, and developing a relationship with the leasing agent. Then something weird happens. The leasing agent ends the transaction with a handshake and a, "thank you for stopping in today"- as if the prospect was making a social call! It's almost as if the leasing agent is saying, "We don't really want your business here", when they don't invite the prospect to complete the sales transaction. Psychologically, this has the potential to take the prospect back to the days on the school yard when they weren't picked to be on the baseball team.


In today's marketplace, many prospects are left to wonder why they are not being asked to buy, purchase, rent, participate, join, or belong. This is especially true if the prospect sought out your product or service. Keep in mind that during the sales transaction it's all about the prospect, or at least it should be! If this is the case, it's no wonder that many prospects are left to guess if it's something they said or did to not be asked to buy.
Disappointment and frustration are terms I've heard used by potential customers who walked away empty-handed from a sales encounter. It doesn't surprise me when these potential customers described it as "poor" when ask to evaluate their experience.


If more sales agents saw things from the customer's perspective, maybe they wouldn't be so shy about asking for the sale. What's holding back your sales team from improving that closing ratio? Consider introducing the customer experience component into your sales training to see if it makes a difference and don't forget to mystery shop your sales team to make sure they are the best in your industry!


 

Source: Angela Megasko link

 

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