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: New Hire Sales Training Workshop
Why does your company need to set up a structured new hire sales training program?
Let's see if this sounds like you - You spent the better part of a month interviewing new sales candidates. There were probably 50 qualified resumes out of about 200 submitted. After careful consideration and 3 additional days to go through all of the resumes you narrowed the 50 down to your top 15 and began the interview process.
After 3 weeks of coordinating 15 interviews you narrow that down to 5 candidates and begin the 2nd round of interviewing.
It is time for you to make your decision. Two candidates really impressed you and your team. You conduct your reference checks and finally come to a decision. The offer letter is sent out, accepted, and returned. You are convinced that this new hire will hit the ground running in your sales department.
Drug and background checks are conducted, orientation is completed. Your newly hired sales representative is now after at least a month of all of the above sitting in front of you.
90 days later you are asking yourself what just happened. Why, oh why didn't he work out as planned, he was the perfect sales candidate? Everyone involved in the interview process didn't just like him they all loved him.
120 days later you are beginning the entire interview process again. It's like an endless Merry-Go-Round.
Here's the answer: It's not your interviewing process, it is your new hire sales training program.
As an independent new hire sales trainer in the Atlanta, Georgia area I have heard of this type of scenario happening over and over again. Employee turnover amongst newly hired sales employees can be quite high, sometimes easily hitting 25%. It is even higher when dealing with "hunter" types of sales positions.
How do you get yourself off this carousel? The only way to get you and your company off the Merry-Go-Round is to institute a New Hire Sales Training Program. You have to get your new sales representatives comfortable with your product and your sales process in order for them to "hit the ground running."
Here are the bare minimum topics that must be covered in the new hire sales training:
1. The Sales Process of Open, Probe, Pitch and Close
This process must be taught by relating it to your company's products or services.
New hires need to leave the training room - trained.
Don't teach with generalized products and principles; teach the sales process with your products in mind.
Role playing is a must for each topic.
Getting the proper pitch will keep the new hires from burning through your department's sales leads.
2. Lead Generation and Sales Process Tracking
What are the best practices for your organization in gathering leads?
Someone is successful in your organization, how do they gather leads and what do they do with them once they have a warm lead?
Activity - What is the number of calls needed on cold prospects to produce 1 warm lead?
CRM training for lead tracking.
Make sure the new sales representatives understand that this is a fundamental job function. Tie the failure rates of poor tracking to failure rate of new hires.
Teach on all aspects of your CRM tool and how it can help them function efficiently.
3. Train on Your Product or Service: Confidence = Sales.
If your employees know your product inside and out then they will be able to sell it.
If they don't sound confident in their sales calls they will fail just about every time.
New hires must use the product whenever possible.
The only way to act and sound believable is to have experience with the product.
You can't emphasize with a prospect unless you have been there in their situation. Use the product to understand the product.
4. On the Job Training
Pare up your new sales representative with an experienced "A" player.
The absolute best way to get the best practices engrained into the new hire is for their peers to help them succeed.
Daily coaching sessions with the Sales Manager.
Conduct these coaching sessions for at least 30 days.
This is used to reinforce the sales training, the sales process and the best practices.
Notice that I stated above that those 4 major topics to be trained on are the bare minimum. Also each one of those 4 major topics can be expanded. As an example one company I worked with actually held a 6 week New Hire Training Class right here in Atlanta.
There is no way to cover the first 2 major topics of this training in fewer than 2 days. The sales process and lead generation are extremely important so take your time. Hire a company that thoroughly understands your type of sales. Get off the new hire Merry-Go-Round, create a structured New Hire Sales Training Program today.
Source: David A. Peterson link
For free, no obligation information on how we can help you please contact us today.