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 Tips: How to Handle Objections by Reframing


Good sales people always want to fine tune their sales techniques. First of all what is an objection?


An objection is generally when someone has a concern about making a commitment to purchasing or closing. This is where your sales techniques come in.


You can't show any kind of feelings about this, otherwise you are actually showing that you are not confident and that the client is the leader in your conversation.

One of the many great sales techniques to handle objections is a reframe.


If you were to ask someone to commit to purchase and they say no, they usually won't just say no. They will most likely give you an excuse, such as -


'I can't buy right now because I already have X.' You can probably imagine a lot of other ways that your client can turn down the offer.


However, this is not the goal of this article; it's about using reframing in your arsenal of sales techniques. So let's move on and see how you can avoid this problem in an elegant and professional way.


So the objection may be that they already have a similar product or deal. But many times people do not give the real objection up front. You have to find out more about their actual feelings. That is what sales techniques are all about. Here is how it goes.


So to handle objections using reframe sales techniques you would flip the objection like this - 'It's not that you already have X, it's that X is too expensive for your budget'


So the formula is it's not A, it's B. Now if the real objection is they don't desire the product, they will either give you the real objection or they will give you another objection.


You can easily tell which one they use, so make sure that you are paying attention. If they stumble a bit it is pretty clear that they are lying again and you can use other sales techniques to overcome the second objection.


If that is what happens, simply reframe the next objection and continue using your sales techniques.


Even so, you have to remember no to overdo this technique because it will eventually backfire. Probably using it a couple of times is enough so remember not to abuse it.


Eventually they will either give you the real objection which you can reframe, or they will just give in and purchase because they don't want to give you their real objection and they can't seem to get rid of you giving fake objections!


This is, of course, your goal, to make a sale. It really does not matter how you did it if it is clean and legal.


Either way, a reframe can be an effective part of your sales techniques to handle objections. Try it out in your sales process and let me know how it works for you.


You can first try it out with some friends that are reluctant to going to some place or on family that really wants you to mow the lawn.


After being sure that you can handle it perfectly, test it out in your sales process and see what happens. Remember, stay focused and don't overdo it. Show confidence and you will be fine.


 

Source: Marc Savage link

 

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