Open Enrollment Sales Training Seminars:

Location  Date
Los Angeles, California Feb. 3rd-4th
Houston, Texas Feb. 8th-9th
NYC, New York Feb. 24th

 


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: How Important is Sales Training in Your Business?


Sounds like a silly question, doesn't it. However, how much time do you really spend on sales activities? That is, first appointments, telemarketing, sales training, strategic partnerships and other sales activities that you are asking a decision-maker to do business with you? No, this does not include networking! I am surprised at the amount of time that business owners and entrepreneurs really spend on sales activities.


I recently did a poll that asked that asked "how will you increase sales in 2009?"


Here are the choices:
increase advertising
improve my sales skills
increase my networking efforts
explore social media
focus more on sales activities


What do you think was the first choice selected?

Surprisingly, most people chose the networking answer. Sixty-two percent chose "increase my networking efforts". Thirty-seven percent chose "focus on more sales activities" Nobody chose "improve my sales skills" or "explore social media." Now, this poll was not a scientific study, but, I was puzzled with the results.


With over twenty years of sales experience, I know what activities produce sales. It is not networking. Sure, you meet interesting people and learn more about them and their business. It feels good to socially connect with other business owners. You get to add another business card to the stack. However, it does not get you new sales and more business.


Here is some questions to ponder:

What is your return on investment for your networking efforts?
How much time are you spending driving and meeting people?
How many sales have directly resulted from your networking?
What would be your results if you invested that time in improving your selling skills, or picked up the telephone to call a prospect or ask for a referral from your clients?


Let's be honest. Sometimes networking is just "busy work" that replaces what you really should be doing to build your business. Some business owners and entrepreneurs can sometimes do too much networking to the detriment of their business.


The majority of my day is focused on sales activities. I am calling prospects (smiling and dialing), connecting with my clients, completing first call appointments and producing solution presentations and closing sales. These activities will directly result in SALES.
Everything else is secondary. This means that I do all my administrative, educational and creative activities before and after my work day. In fact, I am writing this blog on Sunday. I don't read and reply to my emails during the my time dedicated to sales tasks. I don't take personal calls during this time. I don't create my sales proposals during my sales time. Yes, it is a sales activity, but it takes me away from making a sales call, connecting with my clients or closing a deal. That's a no-no.


If you want more sales, then you must focus your time on sales-related activities. Duh.
Unfortunately, some people realize this too late. That is why 80% of all new businesses fail within the first five years. Your solution to more sales is not a better website, effective marketing strategy, a comprehensive advertising-public relations campaign or a pretty corporate brochure. You need more activity dedicated to sales. If you want to be successful in business, you must engage your clients and prospects. Don't be afraid to ask for the sale. You will not close 100% of sales, but I guarantee you that you will learn more and become a lot wiser. Learn from your mistakes and failures. Look for all sales opportunities and seek to them.


You cannot make a sale by networking. Be smart. Focus on sales and not just "busy work". So, how important is sales training in your business now?


 

Source: Kenneth D. Brown link

 

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