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 Courses

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 courses. We provide pubic open enrollment and private courses 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:
Sales Course Tip - Increase Sales by Throwing Out the "Yes" Word


Is the YES word ingrained within your selling skills? Did you know that Yes has far more emotional value to you than your prospect? Why not consider a new word that far better emotionalizes the sales process and work with you to improve sales?


Are you possibly thinking that this lady has lost her crackers, is she off her rocker?

Everyone in sales knows that the word YES is what you as the professional sales person is after. Get more "YESSES" sales gurus shout from mountain top to mountain top.
Attend any sales training workshop or seminar and your eardrums will be pummeled with that all desirable word YES and how you must use it as part of your sales skills.


However, if YES is such a great meaning effective word and people have been advocating its use for decades, then why is there not more sales success? Maybe the answer is hidden within the word desire.


For who is really desirous of the word Yes? You or Your Prospect? Let's be honest, it is you who wants to hear the word Yes. Your prospect is truly not emotionalized by this word and if fact it may even turn him or her off.


"Ok," you are thinking with just a little of doubt entering that well trained sales mind. "I'll bite. What word should I use?"


First, let me ask you a question? What is the end result of the sales process? A sale or commission from the sale is the response for some.


The seasoned and successful sales professional will be thinking the end result is a well established relationship where the sales person has become the trusted adviser and not just another sales person looking to make a quick buck. In today's sales training vocabulary, this is called relationship selling.


Relationship selling is not new. This type of selling has been around for thousands of years. It is just some well known motivational sales trainer put a word to describe the essence of the buying selling process.


Then the question is how do you get to that role of being the trusted adviser where the relationship actually handles the buying/selling process? The simple answer is through agreement. Both parties have agreement as they work through the sales process.


Agreement is a powerful word. Not only does it mean yes, it implies a contractual bond between the prospect and the sales person. And what better way to become a trusted adviser is through a relationship where a bond has already been established?


So what does this sound like when you are speaking with that prospect who is sharing with you some of the pain a.k.a. has needs or challenges that she or he is facing? You succinctly restate what you heard to make sure that you understand the issues. The prospects acknowledges your correct summation.


Next you say something such as "Can we have agreement that these issues are costing your bottom line and impeding your cash flow?" Your prospect will be nodding his or her head and telling you "That is exactly the problem." What you have done is not only secured agreement, but dug deeper into the real problem.


You have begun to demonstrate your value as a trusted adviser who truly cares about your prospect's issues before your own sales goals. As the relationship develops, the benefit is that the relationship sells your products or services provided that they do solve the prospect's dilemma.


Remove the YES word as much as possible from your sales vocabulary. Replace it with the simple, but far more powerful word - AGREEMENT. Watch your sales increase as your build truly authentic relationships where you are paid for your role as trusted adviser not only with more sales, but a whole heck of a lot more referrals.


 

Source: Leanne Hoagland-Smith link

 

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