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:

 

Sales Training Seminars

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 seminars at the location of your choice. We conduct in excess of 200 monthly sales training seminars throughout the world.

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

Students of a Sales Training Center seminar 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 Seminars: Make More Money with a Sales Process


High-power direct-sales companies always have a very clearly defined sales process because using it makes a great deal of money. I know because I've worked for five of them.

 

The men and women who make up the sales force are given clear instructions on what they have to do. If they carry out what they have been taught, both they and the company make a lot of money. The systems are reliable. They have been developed and refined, usually over many years.

 

Each phase of the operation is defined and measured. Then daily / weekly / monthly, the numbers are examined and any anomalies dealt with. The profitability reaches right up the company's management hierarchy, with each level being paid a certain percentage of the sales volume according to their degree of responsibility.

 

This disciplined organization contrasts strongly with the way many small businessmen handle the sales part of the job. Here, the usual method of task prioritization might be described as 'tyranny of the urgent', sometimes called firefighting. In this model, there is little structure, sales are not predictable, and the volume of orders varies for no obvious reason.

 

In your business, do you know what causes sales inquiries to come in? Is there a repeatable process to achieve this?

 

The main parts of a structured sales process:

 

First there is the stage which brings the companies' products to the attention of its market. A sales-led business knows exactly what it has to do to generate inquiries and then turn them into orders.

 

Typically in the sort of company I was referring to above, the company spends little of its own money on this. Instead it shows the sales people how they can generate prospects and customers themselves.

 

Since the company is saving on lead generation and marketing costs, it is in a position to pay large commissions. This has a powerful effect, because it induces very high motivation in many of the sales people which is a main reason why such companies achieve strong sales results.

 

The methods used to generate prospects are, cold calling, leaflet dropping, direct mail, small ads in newspapers and referrals, from existing customers. These methods are effective and cost little or nothing.

 

Another important part of the sales process is the presentation. This is taught by an experienced manager and practiced by the salespeople until they perform it with skill. So is the pitch, the words, which are used in the presentation. They are carefully learned along with closing techniques and ways to deal with any objections the customer has.

 

Strong sales management also plays a role. Usually the people in this position have a very strong sales record and a no-nonsense attitude. They are under a lot of pressure to maintain high sales figures, because their pay is structured with big incentives for good performance and penalties if the numbers drop.

 

Overall what you can say about using a sales process is that it is a professional, almost industrialized, way of making money. Many of the vagaries of business have been eliminated by using a systematic approach. With a clearly identified sales process you have more control. The measurements of sales activity quickly show which cause leads to what effect and you can intervene to make appropriate adjustments. It is far more likely to work than the boss simply urging the sales staff to 'Try harder' in an unstructured sales situation.

 

The characteristics of sales-led businesses:

Their highest priority is obtaining orders.

 They have a clear idea of who their customers are.

They know what their customers' reasons are for buying from them.

They operate a sales process.

Stages of the Sales Process

Selecting the target market

Identifying a pool of prospects

Communicating a sales message to those people

Setting up meetings with good leads

Progressing these two completed sales

Maintaining contact with customers to be certain of customer
satisfaction

Obtaining additional business and referrals from these customers

Feeding back information to their own companies to make
improvements possible

Measuring sales activity so that problems can be identified and
corrected early.

 

I'm not suggesting that you should transform your business to exactly this model. But there are many learning points you can take from it if your motivation is to make a lot of money.


Source: Robert Serviour link

 

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