Sales Training Workshops:
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:
- Blogging as Part of Your Sales Training & Marketing Strategy
- Tips on Creating a Sales Training Strategy
- Sales Courses - Conflict Vs. Cooperation
- Sales Management Courses - Teach, Coach Or Leave Alone?
- Three Sales Course Mistakes That May Cost You
- Are You Making These Sales Course Closing Mistakes?
- Sales Workshop Tip - Use Social Dynamics to Control Sales Appointments
- 5 Top Sales Workshop Tips For Being The Best On The Team
- Sales Seminar - Pressure in Cold Calling
- Sales Seminars - History, Sales and Marketing
- Sales Mindset vs. Sales Training
- Does Your Sales Training Program Address Your Sales Performance Issues?
- Consider 'Sales Prospecting' as a Sales Management Training Course
- Sales Management Courses - What's Involved?
- Sales Course for Sales Excellence - Key Steps
- Sales Classes - Shifting the Sales Compensation Paradigm
- Sales Management Workshop - Leveraging a Sales Person's Motivation
- Sales Workshop Rx for Sales Effectiveness: The Purple Pill
- Inside Sales Seminar: Your Frontline to Gaining Competitive Advantage
- Sales Seminars for the Professional Sales Manager
- C-level Relationship Selling: Business Development is All About More Sales Training
- 5 Sales Training Keys to Hiring the Right Sales Manager
- Sales Courses - How Much is Fear Costing Your Sales?
- Do You Make These Mistakes in Sales Courses?
- Professional Sales Course Secrets to Effective Sales Management
- Prescription for a Healthy Sales Course
- Sales Workshop - 4 Forms of Sales Pressure That Sabotage Cold Calls
- Sales Workshop - Sales Career Choices
- Sales Seminar - Selling Advice To Start A Successful Sales Career
- Sales Seminars and the Myth of the Sales Personality
- Four Powerful Openings for Door-To-Door Sales Training
- Ten Ways to Overcome Sales Objections
- The Importance of Sales Skills Training Courses
- Sales Management Courses - How To Retain Top Sales People
- Sales Course - How To Become An Expert In Sales
- Growing a Business in a Down or Up Economy: Sales Course Tips
- Sales Workshops for Creating A Strong Sales Team
- Top Five Sales Workshop Tips of the Most Successful Sales People
- Sales Seminars - Closing The Sale By Overcoming Customer Objections
- One Trainer's Sales Seminar Tricks To Boost Sales Performance
- Sales Training Techniques to Improve Sales Performance
- What Sales Training Do Your People Really Need?
- Sales Team Training Courses Will Skyrocket Your Business
- Sales Presentation Training Courses Are Critical To Sales Success
- What You Will Get Out Of A Sales Management Training Course
- Keep in Touch and Follow Up to Easily Close Sales Classes
- Sales Workshop for Pure Profit: Four Secrets Of Sales Diversification
- The Critical 5 Keys to Increase Small Business Sales Workshop
- Sales Seminar Alternative to a Sales Letter
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Sales Seminars - 5 Stages of a Sales Call
more...
Sales Training Workshops
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 workshops. We provide pubic open enrollment and private workshops at the location of your choice. We conduct in excess of 200 monthly sales training workshops throughout the world.
For free, no obligation information on how we can help you please contact us today.
Students of a Sales Training Center workshop will learn to:
- Communicate more effectively with customers
- Develop the ability to build positive chemistry and rapport
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Deal with multi-levels sales structures—users, authorizers, and purchasing agents
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Use post-sales call measurement to assess their own performance and identify key customer issues by thinking and responding like a business consultant
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Recognize basic styles of buyer behavior and determine how to adapt to each style to create positive "chemistry"
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Analyze what sales people say, reducing the potential for misunderstanding
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Effectively manage and control anger, conflict and difficult situations
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Develop active listening skills to focus on what customers are saying
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Be able to facilitate, guide, and close discussions in one-on-one and group settings
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Build and give appropriate credit for other peoples ideas and avoid putting others on the defensive
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Make a positive impact on the quality of teamwork and productivity within the work unit by effectively giving and receiving feedback
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Sell long-term relationships rather than price
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Incorporate interviewing skills into the sales process in lieu of pitching products
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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 Workshop - How to Define A Sales Process for Sales Success
Defining a Sales Process
In simple terms, a sales process is a systematic approach involving a series of steps that enables a sales force to close more deals, increase margins and make more sales through referrals.
The 'series of steps' are customer-centric and help the sales force of a company to retain customers and increase sales volume as well as revenues. The 'series of steps' are systematic and not haphazard. Random acts produce random and uncertain results. In sales, random acts can be used occasionally, but a systematic and well-defined best practices approach can assure predictable results.
The establishment and implementation of a sales process with definable steps in a company could result in:
Predictable Outcomes - desired and predictable outcomes through a series of actions that could lead to more sales and higher margins.
Repeatable Activities - activities that should be repeated to obtain the desired outcomes again and again by any salesperson within the organization.
Tangible Results - the outcomes that can be measured and compared.
Relevancy for Others - A good sales process may be cloned to suit other organizations and they may emulate a successful sales process model. A group of companies may apply a particularly productive sales process to all or some of its divisions.
Simply having a sales process in place doesn't guarantee anything, just like simply buying and installing exercising equipment doesn't lead to a chiseled body. Proper use makes the difference. Actively using and a desire to become willing to implement a sales process could lead to more sales.
Normally a sales process involves the following key steps:
1. Prospecting
2. Qualifying
3. Proposal/presentation
4. Handling Objections
5. Closing
6. Follow-up for repeat business - referrals
Characteristics of an Effective Sales Process
Any ordinary sales process may produce the desired results in normal times. But an effective sales process has elasticity to accommodate extra ordinary situations. Is your company prepared to meet a sudden spike in demand for your products or services?
Does your sales process have the elasticity to deal with fluctuations in customer buying trends? Is your customer database current and up-to-date? Does your sales process take in to account the change in buyer tastes and preferences?
Effective sales processes stand the rigors of changing times and market conditions and produce the best possible results in most circumstances. An effective sales process produces sales results with unerring precision as a manufacturing unit produces finished products. An effective sales process manufactures customers. It's a 'customer manufacturing system'. Isn't that an awesome productivity tool for any company to own?
Just as a manufacturing unit uses raw materials, strategy, technology, and manpower to produce finished goods, a sales process can be viewed as an integrated method where manpower refers to the sales force, the product or service is the raw material, strategy refers to sales plans and methods, and technology refers to the latest communication and sales technologies.
A results oriented sales process accomplishes the following tasks:
Identifying and qualifying leads so as to take in to account only those prospects that truly have the potential to buy according to their importance to assign the right resources to each of them. Successful salespeople spend more time with their top revenue producing accounts.
Impress the customer with the uniqueness of the product/service and your company.
Talk about the 'need' of the customer and develop customized value propositions to solve their business issue.
Convince the customer that your company is the one that can take care of the 'need' and none can do it better than you.
Assess the purchasing power of each potential customer.
Larger percentage of profitable sales.
Forge stronger bonds between the company and the customers through the sales staff.
Exploring the possibility of up selling and repeat business. Ensure repeat business through adequate customer satisfaction and proper follow up. It costs five to eight times more to acquire a new customer than selling to an existing customer.
Source: Doug Dvorak link
For free, no obligation information on how we can help you please contact us today.