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 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:

Improving Performance by Sharpening Skills with Sales Training Classes


Corporate Executives are always looking for ways to boost revenue. That usually means turning up the heat on the sales team to produce better numbers. Research shows that increasing the pressure to perform on the sales team doesn't necessarily increase revenue. Pressure to perform might bring in a few short-term sales, but at the end of the day, customers don't respond well when they feel pressured into buying.


If you want your sales team to produce 20% more, the question you have to ask yourself is, how can they become 20% better? The best sales leaders don't only increase the pressure to perform on the sales team; they set about making the individual salesperson more effective - through sales training classes.


Building the selling capability of your salespeople to sell and build relationships is a very effective tool for gaining competitive advantage. A well trained sales team will set you apart from most of your competitors simply because most sales organizations don't really invest the time, effort and resources required to effectively train their sales teams.

Most companies will invest some time and resources to train their salespeople on their particular products/services. However, salespeople that rely on their product/service's capabilities to win business will, more often than not, leave sales opportunities lying on the table.


Companies that only train their salespeople on their particular products/services leave sales opportunities lying on the table The right sales performance improvement training, that is, sales training specific to your industry and market segment, assists salespeople to master the skills, tools and techniques, concepts and behaviors and attitudes required to enhance their persuasiveness, influencing the buyer to make purchasing decisions in your favor.


An effective sales performance improvement training program can reduce sales personnel turnover as well as enabling salespeople to:


Understand their customer's underlying buying motivations and maximize their effectiveness with each customer encounter


Qualify and prioritize genuine selling opportunities more efficiently, improving the cost effectiveness of their selling activities


Deal more effectively with customer concerns and objections


Plan, use and manage their time more efficiently


Maintain a positive mental attitude when things are not going their way

Salespeople who lack confidence in their ability to market your company's products and services may experience frustration and low morale resulting in unmet sales quotas and revenue goals.


There is absolutely no substitute for a well-trained and highly motivated sales team!


Effective sales training benefits new and seasoned salespeople alike Training is critically important for both the new and seasoned salesperson alike. Experienced sales leaders place a high premium on both product and selling skills training and purposefully design their programs to be timely, relevant, and ongoing. An effective program should:


Train your sales team to engage new prospects and how to sell based on value without simply dropping your margin


Train them how to effectively listen and diagnose the needs of your customers


Train them how to effectively ask the "hard" questions up front and qualify sales opportunities so they won't waste time and resources with prospects who can't/won't buy


Engage multiple decision makers


Train the team what to do to ensure they bring home the sale


And much more.


There are no shortages of skills in which you could be training your sales team. Extensive research has identified the five Mission Critical Selling Skills that a sales professional must master to effectively move beyond their current limitations and to achieve your sales goals. When understood and mastered, these five skills will dramatically help you to increase your salespeople's productivity and get them to sell more, more often.


The 5 Mission Critical Skills of Outstanding Salespeople are:


Time and Self Management

Business Development

Diagnostic Acuity

Engage All Parties

Wrap Up


In his bestselling book, The Seven Habits of Highly Effective People, Dr. Stephen Covey makes a strong case for the fundamental importance of training, or as he calls it, "sharpening the saw". What often happens is that over time, the sales team becomes less productive because sales managers are reluctant to invest the time away from their busy schedules as well as the resources it takes to effectively train their salespeople. So train, train, train and continue to build the capability of your sales team through sales training classes. The result will show up in your "bottom line".


 

Source: Ian Segail link

 

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