Sales Training:

 

Sales Training Classes

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 classes. We provide pubic open enrollment and private classes at the location of your choice. We conduct in excess of 200 monthly sales training classes 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 workshop 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:

Sales Training Classes - How To Increase Sales by Putting Your First Effort Into Your Sales Goal Statement


Why are so many sales goals not achieved? The sales skills to write goals using the goal setting criteria of S.M.A.R.T. have been around for a long time and yet these goals still languish on the side of the road to business success for small business owners (SBO) to Fortune 1,000 C-Level executives.


Recently, in working through one of my own sales goals, I realized that the goal statement had evolved over time. As I worked through each obstacle, I continued to refine the sales goal statement to make it even more specific.


For example, many in sales will write a sales goal such as to earn $100,000 in sales this year. For some, this appears to be a well-constructed goal statement. When reading this statement, the goal appears to be specific, measurable, attainable, realistically set high and time driven. Yet, this goal is truly lacking specificity.


With research suggesting that 80% of all new sales comes from referrals, what would happen if you wrote your goal statement to reflect that $80,000 of your sales income will originate from referrals? Would your sales skills and the respective actions be far more focused on working with existing customers than seeking new ones?


Depending upon your industry and your business, the sales goal can be broken down into far more specific areas. Possibly, your business has not only new products, replacement parts along with some service contracts. What might happen to your sales results if you indicated that of $80,000 in new sales coming from referrals, 40% of that will be new products, 30% will be replacement parts and 30% will be service contracts?


By now, you should be getting the picture. Write your sales goals to be as specific and detailed as possible. Then use your sales skills to achieve those goals.


Read that goal each morning and make a commitment to direct your behaviors to achieving that goal. Before you leave the office or retire for the evening, revisit the sales goal and reflect upon the daily's activities. You will know very quickly whether you are on track or not on track.


Adjust your behaviors including your sales skills for the next day. By taking such actions, you will increase sales and realize those often unachieved sales goals.


 

Source: Leanne Hoagland-Smith link

 

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